“A” clients are “ready, willing and able.” B’s are two of those three and C’s are just one.
The reason to rank clients is to help you decide how much time to spend on them.
I had one of our newer agents show me a list of 12 clients they had in their pipeline. After going through them I said, “You might have two real clients in there.” They were not happy with this response. They came to me excited about our weekly meeting about all of the business they were going to have.
They left pretty sure I was wrong and they were looking forward to proving that. A month later they said, “You were right, they all disappeared.”
Then they took ranking their clients, and some other training, a little more seriously.
You can’t give everyone the same attention at the same time unless it’s just two people but even then there needs to be time to find more people.
Rank them and work them accordingly. You’re still checking in on their progress and where they are.
Lastly, be careful when time is the only thing holding them back. Lots of people think they are 6-12 months out and then they turn around and buy. Watch those people a little more carefully.
Exercise: Rank your clients and get your time planned out better with them.
Do the work, get the results.
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