I had a great conversation with Tom Howell today at Cardinal Financial, and we were discussing the types of clients we work with, who we liked, and those who were headaches from the get go!
Engineers: Usually cash-rich, great credit, and hard to get loyalty. They will shop around to 900 providers, and jump ship for $200 in savings. Always on the lookout for the edge to save or tilt things their way. Most likely to never provide referrals, and almost no loyalty.
Skeptics: Not trusting at first, but if you provide them with real information and win them over they become whole-hearted believers. Most likely to stick it out with their provider, and good for referrals.
Believers: These are the best clients for converting. They know little about what they need help with, and will trust you if you can get them help. Only negative, easy prey for newbies or sharks. Very likely to pass your name on.
Our attitude: Skeptics and Believers make the best clients, but are not usually the highest money making deals. Engineers are often found in the luxury market and while they make you more money, you could end up working a lot more.
Your thoughts?
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