A speaker argues that business owners overly focus on chasing new deals and leads instead of nurturing existing customers and investors. The speaker emphasizes the value of a customer database, personalizing connections (knowing customers' lives and wealth), and leveraging relationship capital and network connections to unlock larger opportunities.
Some of my biggest investors were my buyers. And I'm like, oh, they tapped out at 150 grand. They're like, oh, by the way, I invented this thing, blah, blah, blah. I make 5 million a month. You know what I mean? And I'm like, huh, we should talk, you know? But I wouldn't know that if I'm not pinging them. We have. We're weird about our customer database, right? Like, obviously, it's a very powerful thing, but are you nurturing it and are you extracting from it constantly for some reason? We're all chasers. We chase the next deal, the next buyer, the next. We need more leads. We need more buyers. Well, what if we took care of the ones we have and actually connect with them more? Because it's not just the number. It's not like, hey, you know, invoice number 284 is ready to go. It's like, no, this is Steve. He has three kids. He has a dog, he has a cat. He has a wife he loves. He has $3 million of disposable income. He's got this. He's got, like. If you really connect with him, you could forge massive and, oh, by the way, not just his relation him, but his relationships. You know, that's what I've seen. I've done. I've done a good job on deepening relationships with the individual, but also their relationship capital they've built over the last 30 years. That's what everyone in here. Everyone in here has connections. We're like one degree from whoever we want. You know what I mean? It might be sitting next to you. So I think that's one thing. Sometimes we just got to take our heads out of the grind and focus on the relationship, deepen in the relationship.
