there are four types of clients the first is what I call cheap clients cheap clients how many of you have some cheap clients what are they like they want you to lower your commission they are difficult to deal with they want they want everything and they're not willing to pay for it they're cheap you can even see it on their face they look like this they're cheap tight right do you want those clients hell no hell no then you have what I call difficult clients oh yes difficult clients what are they like they ask for
a lot and doesn't matter what you do they're not happy you go the extra mile for them you do extra work they are still not happy they are just not happy people it's like they're having a bad day and they're trying to make your day worse how how many you have some of those clients okay difficult clients then you have what I call sophisticated clients sophisticated clients these are the clients when they talk to you they have done the research they know the neighborhood they know the house that they want I want how many bedrooms
how many bathrooms this is what I want they're very clear they've done the research they're more intelligent sophisticated just like wine they know you know people let's say they buy wine they cheap clients would just say which one's the cheapest yeah which one's the cheapest give me the cheapest bottle the difficult clients they see a nice bottle of wine why is it so expensive they're just difficult sophisticated clients they want certain brand from certain vintage right they want they want they know what they want then you have high ticket clients which is the clients I
want which is the clients you want High ticket clients buy because of emotions and status I'll say it again they buy because of emotions and Status why would someone buy a Bentley versus what's a cheap car give me a brand Fiat Fiat okay Fiat why would someone buy a Bentley versus a Fiat status it's the same it's the same it's the it would get me from here to there why would someone spend so much more money on that status emotions it's the same thing High ticket clients want status they don't want cheap they don't want
cheap so if you are getting cheap clients right now right now if you have cheap clients my question is why do you have them now I know what you might say it's just what I have now it pays the bills but here's the problem the cheap and difficult clients takes up all your mental bandwidth all your energy all your time you can't haul buckets and build pipeline at the same time they take up all the time if you're creating content now you're getting more and more High ticket clients now you can get rid of those
cheap and difficult clients I fire clients all the time just because and here's the philosophy you have to understand just because you're willing to pay doesn't mean I'm willing to accept do you understand I don't care if you could pay are you going to be a good client to work with cuz life is too short to work with these clients and I will tell them I'm not a good fit someone comes to me and they ask for a discount you don't need a discount go to somebody else I'm not the right person for you I'm
just not it's too short life is too short and when you have the pipeline when you create getting a lot of leads you don't care next this person says no I got 20 more people to talk to I don't have time it's like exactly like this but when you don't have enough leads you're worried like oh if I lose this one when am I going to get the next one you think Ryan worries Ryan surand you think he worries in fact when he was at my house filming his his his telephone never stops raining people
are calling him all the time want him want him to sell want him to buy that's the pipeline let me see how many of you want High ticket clients High ticket clients let me see how want High tiet clients what does a tree have to do to grow apples uh Roots water what else nutrition yes sunshine all those things are important but in order for a tree to grow apple first it has to be an apple seed everything else nutrition water all that comes after are you with me in order for a tree to grow
apple it first has to be an apple tree if I have an orange seed am I going to get an apple tree no you first have to be an apple seed in order to be an apple tree now what has that to do with selling High ticket everything everything because in life everything reproduces after its own kind write this down in life in nature the law of the universe says everything reproduces after its own kind an apple seed grows an apple tree an orange seed goes grows oranges here's what it means you want more High
ticket clients yes you want more High ticket buyer yes in order to get high ticket client guess what you first have to become a high ticket client everything reproduces after its own kind if you are cheap you are not going to get high ticket client and most people when it comes time for them to play to to pay they're very reluctant but I don't want to pay I don't I don't want to pay anything you're cheap if you cheap guess what kind of clients you attract cheap clients if you are difficult what kind of clients
you attract difficult clients do you know why I get high ticket clients cuz I'm high ticket it's very simple it's a law of nature to be a high ticket broker you have to be a high ticket buyer yourself because you would then know the psychology of high ticket client why would they spend $500 on a pair of glasses why would they spend $3,000 on a suit how does that work because wealthy client high tech clients they want to know you understand them do you appreciate quality do you understand my needs as a Hightech client they
could see it it makes a difference everything is is all in an investment because this business in a real estate business you don't make anything we're the middle person we don't control the product we don't we are not manufacturers we are not making something what we are we are is we a facilitator of transactions so really all we have is you that's it we don't control the product we don't control the money the money is not ours who is buying the product is not ours do you see that it's just you you are the product
there's nothing else you're selling you why would they hire you and not someone else if you understand them
