What a Week!

Man, what a week we have had! We have been covered up speaking with new clients over Zoom, and I have to say it is invigorating. Legacy planning is so exciting, even more so when you have the confidence and know-how to make those dreams a reality.

I had a great meeting yesterday where I was asked when I was going to pitch my services. Not that the conversation was not pleasant; I believe it was just uncommon. Our new client was used to pushy salespeople, and that is not what we are despite the amount of marketing and networking we do.

You see, we have decided that since we are in the legacy business, we want to make sure our potential clients are the right fit for us. Legacy is a long-term venture often spanning decades. With that being said, we have decided to limit our client count to below infinity and really help these select families and individuals steward their dreams into realities. We are keeping it small, relatively. We do not want 2,000 clients that become numbers instead of names and faces. So we look at this like a marriage of sorts. In my meeting, I explained this was like a first date. I would discuss our offerings and services, but first let’s make sure we want to break bread together and be involved for the long haul.

That confuses some people and is appreciated by others. We feel it is how to build a winning equation of skill, personality, opportunity, and real relationships. We believe this is the best way for us all to win. What we are doing there is a type of conditioning. We are, in essence, training our clients as a manager trains their employees. Not that we feel we have to train our customers how to have a legacy or grow wealth; we are looking to train them on how we engage and how we wish to operate.

We have a system that we feel will help us accomplish what we envision and be a benefit to all. Let’s be honest here: if we are not a good fit for each other, then we have a client that is “that guy” who calls, and you dread the interaction. If we avoid having that aspect in our business, we will eliminate any doubt that we are performing to our best and highest potential. This means we act in our highest confidence and to our fullest purpose.

After I explained this to the client, he was pleased; we seemed to be a good fit and would be glad to have his family be a part of our family.

Training for Success

So we train as to how we look to communicate and how we aim to make plays that will allow them to leverage their positions safely to increase yields over the coming years. Also, we are training them to think generationally and develop a vision for their futures—to provide opportunities for their heirs going forward. I feel this will be a winning long-term relationship and will provide centuries of benefit for our families.

Set the expectation, build the path to success, train people on the expectations, and share progress with your team members and clients, and you will achieve lasting success. Just a thought on my opinion on the matter. I would love to hear your feedback on the culture we are building here at Bohemian Properties.

Until next time, be your best self.