Identify Your Ideal Client

Today we're gonna take a few minutes here and dial in who your ideal client is. Who is the perfect person that would say yes. Now before we get started though, I want to share something with you. This is about the time where your brain goes, wow, this is amazing. This can be real. I do have an asset. I could do this. I can deliver it this way. This is a growing industry and all of a sudden you start thinking, but am I capable? Do I have imposter syndrome? Can I really do? Am I too old? Am I too young? Do I not know technology? Just be on the lookout for that because that's the good sign. That means you're stretching yourself, you're taking uncomfortable action. Welcome it, look forward to it, because that's how we make a difference. Now, today we're going to dial in your ideal client. What does that mean? We talked about it in the the previous training on what's the problem you solve, what's the goal you can achieve and how to narrow it down. We're going to do the same thing here. The smaller the niche, the better. Let's just get started by knowing that when you shrink the niche, when you dial it down. Let me give you an example. When I first started and launched my real estate course to teach people how to invest and make money with real estate, I was so freaking overwhelmed. I have to be honest with you. I got in my head, I started thinking, wait a minute, why am I going to teach real estate? I had done about 14 or 15 real estate deals at the time. And I wasn't a multimillionaire. I didn't have a thousand apartments, I never bought a corporate building, I didn't have like a apartment complex. And I got in my head and I started thinking, well, I'm going to do real estate investors. But I'm like, who is the person I can help? And when I started thinking through and narrowing it down, I realized I don't do all those things. I don't do commercial, I don't do multi door or apartment houses, I don't do strip malls. I'm not making a million dollars a month. But I was really good at helping a brand new person get in their first real estate investment, single family home. Whether they wanted to keep it and rent it for cash flow or, or fix it and flip it, I was really good at that because that's what I had done. So up until that point, until I narrowed it all the way down, I was overwhelmed, I was stressed, I didn't know who my person was. And I didn't feel like I was an expert. In fact, I felt the opposite of an expert. Like, why would you listen to me? But at the time, I knew if someone would listen to me about getting in their first home, if they were brand new, I could help them do it, my confidence went through the roof. I'm going to digress here for a second and share another quick little story. When I'm training live or I have people in person and I'm talking about this exact topic, I'll say, think about this. Who would you be the most comfortable around teaching? If it was a room of people in front of you, a small, intimate gathering of 20 people, and you had to teach them. So where I'm filming in our studio right next door is our mastermind room where we bring people in and have incredible masterminds. I love it. And if I said to the dean of the 25 years ago, hey, Dean, you're going to go in that room and you're going to talk to people who want to be real estate investors. And in that room are people already making a million dollars a year, some a million dollars a month, some commercial, some residential, some multifamily. And there's some people that are brand new. Go talk to them. You'd have to be pushing me. Somebody would be on my back and I'd be fighting like, I can't go talk to them. I don't know how to help the people that are making millions. I would be so overwhelmed. But then I think if someone said, hey, there's 20 individuals and family members and couples in there that have never done real estate, but they want to diversify their portfolio and they want to get in their first house without getting ripped off to do it smart, know how to negotiate, know how to get a good deal. No, I'm like, those people. They're my people. I would run in that room. If you don't feel like you'd want to run in that room and save, share, solve their problems, help them take their dreams to another level, then you're putting the wrong people in the room. So this is about identifying them. Because what happens as we do, we get to reach your people and then you get to know them and you will learn how to teach them even better. But you want to start off with the people that you can't wait to talk to. That means you get to serve them on a higher level because you know their problems better than anybody else, you know their dreams better than anyone else. Especially you know the problems, because you probably had to solve them at one point in your life and then you become an expert in a narrow lane, in a narrow niche. You're not a generalist, right? And isn't that why traditional education is failing? Because it's general knowledge. You are teaching specialized knowledge and the more specialized, the better. And the more specialized you get to charge more. I mean, if you had a family member that had to have a specific surgery, it was a life saving surgery, would you want to go to a general practitioner to do the surgery or a specialist who just focused on this one area, this one lane every day and got great at it? Of course. Right? You want to go to the specialist. Listen, the world is changing. This industry is at a billion dollars a day, climbing to a trillion a year because people want your specialized knowledge. So in this 12, 15 minutes that I want to hammer home, the smaller, the better the room you want to talk to. It's not everybody. It's a niche within a niche, right? We talked about a career skill. If you're an accountant, pick the niche within a niche. If you want to help accountants that have been in it for at least five years start their own office and their own business, then that's the only person you focus on. If you want to help mompreneurs that have more than two kids and they have their own business and they lost themselves, go after just that moment. If you want to help the passionate reporter with baseball cards, find the one thing that you want to share within that realm. And of course the same with the passionate reporter, learn and go after that one thing. Now, I'm not talking about so specific that you say I only want to work with moms that are left handed, live in Nebraska and like white wine, not red wine, right? That's an extreme example. But we don't want to make it so small. But we don't want to be so vast. So we're going to find that elegant middle, that ideal client. Because once you craft your irresistible offer, once you know the problem you solve and the goals you can achieve, once you know who wants it in this journey, it is so much easier to use social media to find those exact people that are going to be dying for your product. So here's what we do right now. In the worksheet below, I want you to write the problem you solve or the goal that you can help someone achieve, or both you, and then start making a list of the people that can benefit from it. Our goal here is to get a good idea of the range of people you want to help and you can serve. And then we're just going to keep narrowing it down. You might think, I want to help people get in better shape. Then you think, no, no, no, I want to help women get in better shape. No, I want to help women 35 to 50 get in better shape. No, I want to help women 35 to 50 that have kids and have a job get in shape. Oh, no, I want to do all that, but I want to do it with yoga and meditation, and I want to do that with a certain way of eating. The more you narrow the person that you want to go in that room and talk to, the more your confidence will go up and the more you'll see how you could truly solve problems, create goals for people for a living and thrive.