Accurate: Increase the Distance

Referral Trigger for the week of February 18
What to SAY to GET Referrals
Builder’s Tool: Laser| Purpose: Accurate
Conversation lead by the: Virginia Highlands Team (100% responses achieved)

  and A builder uses a laser when a level is too short, and a chalk line would sag over that distance.

Tell us the story of your distance client – it could be the project with the largest scope, or the project that lasted the longest – what is it about this particular client that was a stretch?

18 Responses to Accurate: Increase the Distance
  1. Zachary Bolstad
    February 15, 2019 | 9:09 am

    My background being in Product Design I do get these entrepreneurial clients with grand ideas in their early stages. These projects are always “long-haul” projects because I am, in some cases quite literally, taking a napkin sketch and bringing that drawing all the way to a product on the shelf of a retail store. These projects usually require my entire scope of abilities over the course of several months: product, graphic, web and marketing.

  2. Charlotte Merritt
    February 15, 2019 | 9:19 am

    This morning I got a signed agreement via email from a client that has gone back and forth over the past YEAR about being ready to commit to an office. We have tried month to month, three month, heavier duty virtual plans- all my options at a custom level and price. Every other month he is ready, and ever other month he backs down and says he just can’t be committed. Rather than use heavy hardware on him, I just make a point to say hi (leave my office when my girls say he is in) and ask how business is. After 12 month, my long haul potential full time office client just committed to me for a year.

  3. Jason Wade
    February 15, 2019 | 9:41 am

    I had a client that knew what she wanted and was very detailed about it. She was trying to bring her off-line systems into her website online. Her request wouldn’t fit into a know system, so just about everything would need to be custom. But she didn’t have the budget for the full custom system, so we instead customized and integrated multiple off the shelf systems to get as close as we could with very minimal custom code.

  4. Jason Williams
    February 15, 2019 | 10:04 am

    We often do systems that begin with us wiring during the construction stages. There are 3 main phases to our installations. They are prewire, trim out, and final. Each phase has to be completed at a certain time during construction. Pre wire happens after the framing is completed but before drywall, trim out happens after drywall is up but before painting, and final happens after the client has moved in furniture. Construction never goes as planned so our appointments often get pushed several times throughout the project. We handle these sorts of setbacks by being flexible and maintaining good communication with the builder and homeowner. We also have a printed timetable that we provide builders and homeowners with so everyone is aware when we will need to be working on the project.
    The key to smooth installations is always strong communication.

  5. ARTHUR THOMAS
    February 15, 2019 | 10:25 am

    Each Insurer has a different market appetite and individuals need to qualify for insurance based on underwriting guidelines. Ms. GG attended a Home Buyer Education class and decided that we were her agency of choice, however she did not qualify. We were able to help her address all of the concerns and qualify to be insured with the carrier, 10 months later she is now our client.

  6. Chip Ivie
    February 15, 2019 | 10:39 am

    I often work with out of town clients in town for a few days before heading home. There is pressure to find the right home in a weekend. It doesn’t also work out. Often, we have to continue to search remotely after the client has gone home. I have shown homes virtually when clients can not be present. I have actually sold home to clients who have never set foot in the property until after closing. This relationship take patience, communication and trust on both sides, not to mention technology! It’s not a typical transaction but one that sets my service a part.

  7. Paul Holland
    February 15, 2019 | 10:50 am

    Face to face time and keeping good relationships with our sponsors is one of my top priorities as a publisher for Morningside Neighbors magazine. One of the ways I do this consistently is by dropping off a magazine in person to their office every month. As you can imagine, there are businesses all over the metro area who want to do business with the people in Morningside, and we have sponsors as far out as Alpharetta, which means at least an hour of drive time for me to make this simple drop-off. But it’s worth every second to make sure my sponsors know I’m always keeping them in mind and they can always have a face to face conversation with me whenever needed.

    • Richard Perano
      February 15, 2019 | 12:24 pm

      Early last year, I received a “great” referral from an Estate and Wills Attorney who has since taken a break from our team due to health issues. It was to invest millions in a Trust Account to fund the living expenses of aging and ill parents. I met twice with the son who had been picked to vet and find the investment manager. I prepared a lengthy proposal with my income-generating investment portfolio that I would manage personally. I provided him with about 7 copies for both the parents and the five children. The son I was dealing with asked me to review the proposals he had also received from UBS and Morgan Stanley and give my opinion on the positives and negatives of each proposal. I did as he requested and found out at that time he was just now battling a recurrence of cancer. The business opportunity lingered with highs and lows over the next 9 months. Unfortunately, he did not with his battle and I was actually stunned because I had been hearing mostly reasonably good news about his treatment plan. So, as it stands now, I’m pretty sure which one of the children has taken his place but have no idea where she stands. Also, I have never met her. I plan to reach out to her in the next month or so which would be a respectful amount of time and find out where they are in the process.

  8. Mariell Coker
    February 15, 2019 | 12:12 pm

    I insure an Architectural Consulting Firm that has an office in Atlanta and Maryland. They need proof of insurance for every project they do. They often need many at one time. Some projects require special wording, but the requests always come in last minute and the additions always warrant added premium to their policies and resulting in conference calls with the owner and all support staff. I always get it done and they are always happy. Sometimes it pays off to take extra time for an A list client.

  9. Scott Levine
    February 15, 2019 | 12:38 pm

    I recently signed a client from Australia. Literally a stretch. We will be their agent in the US and manage all of their accounting needs. Due to them not having any US presence, it has been quite challenging getting them setup as a corporation and establishing bank accounts and postal addresses.

  10. Jenny Levine
    February 15, 2019 | 1:20 pm

    An aspect of my photography business is creating images for clients to use in their marketing. One of my past clients was a large building and construction firm. They submit many proposals in a year and wanted high quality, consistent headshots with the same background of every project manager that would be working on the proposed project. This would be included in every proposal. Throughout the year, they had many new hires and also people that had been recently promoted into the role so they needed photoshoots on a regular basis. We set up quarterly shoots to capture all of the new project managers so that they never had to include a random image of someone taken with a phone camera and they looked much more polished.

  11. Rodney Shaffer
    February 15, 2019 | 1:35 pm

    A PowerCore team member introduced me to a potential client, we will call her Mary, in the summer of 2016. Mary rented a condo in a wonderful building and wanted to buy a condo. But she only wanted a condo in her current building, and on the south side, and above the 6th floor. I prequalified her, and then we waited, and we waited, for the right condo to hit the market. We talked at various times over a two-year span, just to stay in touch. Finally, in the summer of 2018, rumors began circulating that an owner might want to sell the perfect condo. I had underwriters review Mary’s file using a TBD property, and they approved. I provided a letter stating that Mary had already been approved by underwriting. Then we waited again. In December 2018, we updated Mary’s documents and had underwriting approve Mary’s new documents, as Mary’s Realtor said an owner was seriously considering a sale. When that owner decided to sell, we gave him a letter stating that underwriting had already approved Mary’s mortgage application – we only needed a good appraisal and title verification to close the loan. He accepted her strong offer. We finally closed on Mary’s dream condo about 32 months after our original discussion. Mary was THRILLED!

  12. Andrew Morgan
    February 15, 2019 | 2:25 pm

    My firm represent a client charged with murder. This is obviously the highest stakes of any kind of criminal case because if we lose, our client will undoubtedly spend the rest of his life in prison. It is a complex case with scientific evidence, dozens of witnesses, and we already tried the case once, which ended in a mistrial and we are trying it again.

  13. Allyson McCarthy
    February 15, 2019 | 3:45 pm

    As an architect, many of my projects take longer than a year. For the residential client, that is going to feel like a very long time regardless of how quickly we resolve the design, produce the construction documents and navigate the permitting process. For some commercial projects, this can take a couple years, especially if we have to change zoning, land use or pursue special exceptions with a city board.

    But, I’ll share my furthest project to date, literally, was a couple years ago in Rome Italy. It was a design-build contract for the American Embassy. It took over a year from start to finish making sure we followed construction codes local to Rome, spent time matching materials to keep the changes appropriate to the historic structure and met security protocol.

    Architecture requires a lot of patience and worthy of time to make sure it is done right. No one wants to spend hundreds of thousands to get a rushed product.

  14. Brandon Welch
    February 15, 2019 | 5:48 pm

    Clients often sign contracts that require lawsuits to be filed somewhere other than Georgia. When they have a problem, these provisions can be inconvenient, not only because they require travel, but also because most clients do not have out-of-state attorneys. Lawyers can practice within the state(s) where they are licensed, but lawyers can also be admitted to practice in other states on a case-by-case basis. I have used this tool to help clients in federal and state courts across the country.

  15. Melanie Selcho
    February 19, 2019 | 6:43 pm

    Sometimes a home buyer is lucky enough to get to be part of the building process from the ground up. In those cases, I recommend two inspections – a rough framing (or pre-drywall) where we get to see the build before insulation is put in. That inspection requires specialization and code certification, so I work with clients on keeping our schedule up to date with the builder’s estimate on the home’s readiness.

    When the home is ready for occupancy, the client is ready for the final inspection, which is performance based. We’ve seen the pipes, now we run the water. We’ve seen the electrical wiring, now we run the power.

    At that inspection, I recommend Radon testing. This home has never existed before, it’s especially important to know the Radon levels or this client may end up paying for mitigation when they sell the property or experiencing health conditions. That test takes at least 48 hours to complete. Often when we do our second inspection, the property isn’t quite ready for closed conditions, so we will postpone the test until it is to ensure the client gets accurate results.

    What really creates even more distance is the few times new construction won’t be completely ready until a day or so before closing, sometimes the builder waits to install the a compressor or appliances. In those rare cases, we will make a return visit to finish the final inspection at no extra cost to the client.

  16. Deana Dalrymple
    February 21, 2019 | 7:04 am

    I have one client that we do a lot of preliminary product research before the product will come into fruition up to a year later. One particular product we engineered involved gluing a soft gel material to a metal clipboard to help people with disabilities write. We printed the back of the clipboards and tested several different types of material for the front and submitted the final design to the client which they loved. But we went above and beyond after that because I knew the products are stored in a warehouse and shipped on an order basis. So we stored a few clipboards in our warehouse to test the longevity of the glue. We did find out we needed to go to a more aggressive glue to give them a better long lasting product. They were very happy and we’ve been reproducing this product for 18 years for them. It’s not just a quality product I supply, but also one that is going to last for the long term.

  17. Rich Biro
    February 21, 2019 | 11:22 am

    I have a client now that was a prospect for about 8 months which is an unusual length of time to close. They liked my model and were interested but they just weren’t ready to commit. It wasn’t until they really felt their accounting pain and realized their bookkeeper was incompetent. They now look back and wish they had committed earlier. It was a stretch to turn the prospect into a client.

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