All About Them

What to SAY to GET Referrals
Oval vs Rectangle: Referrals are Different than Sales| All About Them
Conversation lead by the: Fayette Team

  and Spend this whole minute describing your most profitable client.

One minute = one client.

Start with their name – any name will do – and give us specific details about them.

This is all about the client, not about what you do for them … about them.

One minute.


16 Responses to All About Them
  1. Jeff Bartholomew
    May 8, 2020 | 9:53 am

    Dave Edmonson who owns Variux is my most profitable client. They build online, ecommerce stores for manufacturers so that when you click the add to cart button, everything works – quantities are in stock, product descriptions are correct, pricing is accurate, order confirmations happen immediately, etc. He has a team of 5 in the US and 4 developers in Viet Nam.
    Variux is profitable because they use ALL of my services.

  2. Wendy Kinney
    May 8, 2020 | 12:11 pm

    I’m going to pick Phil Pennartz – who some of you had the benefit of knowing.

    Phil was a Ph.D. chemist who, after a military career, went to work for DuPont. He and his wife, Kaye, had three daughters, and he told her when he started with DuPont that would never move without her, when he got transferred they would always move together.

    After retiring from DuPont he started a second career as a Financial Planner, because he believed that to be green he had to be growing, that if he wasn’t growing he would turn brown and die! (How many times did you hear him say that?) In his third year with the company he was recognized at their annual conference as being the third highest producing planner in the firm that year. He was recognized in Atlanta Magazine as one of the best financial planners for … maybe 8? more? … years in a row.
    Phil had several characteristics of my best clients, but what made him the person I’m choosing now were these:

    1: He told me when I was wrong. (Gosh, I value that.)

    2: He focused on what he could give. (He had a stated goal to give each Member of his Team a Grand Slam referral, and he focused on cultivating a relationship for each Member that would result in a Grand Slam because of his introduction.)

    3: He always held a leadership role – even when he wasn’t an Officer. He was always a leader. He set a high bar, and encouraged others to best it. (Check out his Referral Trigger answer here: )

    4: He was respectful – in every way – with dress, with communication, with time. In every way.

    5: He could disagree without being disagreeable. (There were many things he and I didn’t agree on, and that never impacted our relationship or our friendship.)

    6: His attitude is toward action – his natural first response is always yes. He didn’t always end with yes, but he always started with yes.

    7: He was the first PowerCore Member to get a 20 year pin. (He got his seat by 15 minutes – good story, ask me – 8 years later he gifted it to a protege and started a new Team.) He was loyal and consistent.

    The bell may have rung on my minute – but it hasn’t rung on the impact and value Phil had on my life and my business, which means, you’ve benefited from him, too.

    Thank you, Phil.
    RIP July 2018

  3. Dr. Byron Harper
    May 8, 2020 | 4:36 pm

    As a physician I cannot give a name due to HIPAA but my most profitable customer is a person who works at Chick-fil-A corporate. He has a family-oriented and mission-driven mindset and totally understands and embraces the importance of maintaining the best health through prevention of disease and illness through proper diet and exercise habits and by educating himself further in regards to his health. It is exciting to be able to team up with someone like him who is eager to be proactive and appreciative of the special aspects of healthcare that my personalized medicine model that my MDVIP offers.
    Byron Harper, III, MD

  4. Melissa Howell
    May 10, 2020 | 12:22 pm

    One of my most profitable clients is an actress and writer who lives in Miami. She has 2 kids, a husband, and a rescue dog. They live one block off of the beach, but never think to go there. She has been acting and doing voice over work for 15 years. A few years ago when she was was the Sundance Film Festival, a director told her the best way to get to star in movies is to write her own movies, so she started writing about 3 years ago. Her new film is now on the circuit of all of the film festivals, with great results. This has led to several more jobs. She is fun, she has a great sense of humor, and we can laugh about non-work things all the time. I love having clients who I vibe with and who have my sense of humor!

  5. Bruce Wu
    May 11, 2020 | 4:25 pm

    My most profitable client is a realtor/investor name Quazi. Very detail person and always thinking of his client. we had been doing business for over 3 years and he always shows up for my inspection and discuss all the things that i found on site, it is a great way to serving our client and help them find their dream home!

  6. Nick Whitner
    May 12, 2020 | 8:04 am

    Most profitable client is State Farm Arena. They have many events at the facility and need to keep this property clean and presentable to give their visitors an experience they won’t forget.

  7. Robert Goldberg
    May 12, 2020 | 8:31 am

    My most profitable client is Jane. Jane has been married to her husband, Tom, for over 60 years. She has three children. All of the children have jobs, husbands or wives, and children and grandchildren of their own. Jane loves spending time with her grandchildren, traveling and gardening.

    Unfortunately, Jane has high blood pressure and is Tom’s primary caregiver. Tom is the love of Jane’s life and Jane helps him with most of activities daily of living- bathing, dressing, toileting, and transferring because Tom suffers from diabetes and his dementia is getting worse and worse.

    Jane is feeling overwhelmed. Her own health is suffering. She lays awake at night thinking about the high cost of nursing home care. She believes Tom needs more care than she can give him at home. But, she has heard “Medicaid” will “take” her house if Tom needs nursing home care.

    Jane is my most profitable client not because of the dollars she will pay me. She is profitable because I know I can give her and her children peace of mind knowing she and Tom will be taken care of if he needs nursing home care and everything they worked so hard to provide for their family will be protected.

  8. Ron Kupferberg
    May 12, 2020 | 9:37 am

    Guido Vlegen is a Dutch gentleman from the Netherlands.
    He, with his family, have started the company: 3Bros Dutch Cookies, producing a product called “Stroopwafels,” a thin waffle-looking wafer, with a jelly sandwiched between two wafers. Each measures about 3 3/8” in diameter, by 3/16” thick.
    Guido’s office and their bakery are in the business complex behind Autrey’s Armory, off Rt 314, in Fayetteville.
    He is working to promote their brand and product through local sales, wholesale outlets, and online, in various packaging and display configurations.
    He was referred to me by Jason Bass of JasonHunterDesign as a product photographer.

  9. John Thompson
    May 12, 2020 | 10:26 am

    Larry and his wife are great clients.
    They have been married over 20 years and have 2 children. Larry is the director of operations for the US subsidiary of a large corporation. After raising their children his wife started a small business in our community. They are very active and connected as a family but they are also active in their church and also in our community with their small business but also supporting multiple business and charitable organizations. Working to grow and save and looking to the future too, they see the value in knowing directly who helps protect their way of life and they benefit from the value of expert advice and direct access they get with me and my team. We protect every aspect of their lifestyle, from personal to business which makes them one of our most profitable clients.

  10. Aimee Zahora
    May 14, 2020 | 12:24 pm

    Rob lives in Douglasville, GA. He is the director of the not-for-profit inLight Consulting. He has a daughter who works in the ICU at Piedmont Hospital in Newnan and a son-in-law who works in the ER in Lagrange.

    Rob is a prayerful 60-year-old who spends time daily studying the Bible and seeking the will of God. A single conversation with Rob reveals the passion he has for the Lord. He recently published a book called An Enemy Lies Within about the carnal mind. He also publishes a weekly blog with thought-provoking gems.

    The Lord led Rob to pursue another degree a couple of years ago and he is one class shy of completing it. He is a kind, gentle soul with natural analytical tendencies. It is endearing to me when Rob speaks and writes about his struggles with anxiety and surrender.

  11. Dr. Michael Halan
    May 14, 2020 | 10:28 pm

    My best client I’ll refer to as Dave due to HIPPA regulations. Dave works for Mannheim Auto Auctions, a division of Cox enterprises. Dave is divorced with a teenage daughter and is very close to him Mom who hails from Nigeria. She actually spends about half the year and half over there now. Dave first came to see me for some exercise related pain he had developed and within a few weeks was sending in his entire team from the office. Dave soon brought his daughter and Mom in for care and before you knew it, was my best referring patient. Dave always has questions about how his body works, diet, fitness and strategies for long term health. Dave’s focus on not only his wellness, but that of his friends and family has made him a catalyst for change in many peoples lives. I’ve been honored to be a part of that change and maintenance for many of them.

  12. Dr. Philip Crane
    May 15, 2020 | 9:34 am

    Dee is a healthcare adjacent profession. She can often be found riding her bike around town. It’s not uncommon to hear ‘I did 27 miles on the bike yesterday’ when you see her. Ever-conscious about what she eats, dining out is a pretty big challenge for her. A quality I enjoy the most about her visits is the reactive care aspect. Dee doesn’t wait until she can barely walk to get in. She gets in before the inconvenience becomes an issue. She’s the person who will stop you in the middle of a rant about something and let you know you should fix it instead. Being in a field adjacent to the healthcare field, she often let her own clients know how to fix what they’re complaining about.

  13. Miranda Henry
    May 15, 2020 | 10:14 am

    My best client is Mrs. DoesItAll. She has part time work or stays home with her 2 or more children, she is on the PTO at school, she frequents multiple fitness facilities a week (ie. tennis, golf, crossfit, yoga) and is involved in volunteering in Fayette county. Her children are high achievers academically and heavily involved in activities (ie. soccer, cheer, gymnastics base/softball) and she proudly has the bumper stickers on her SUV to show it. She values self care, runs a tight ship at home and is always on the go with her tote purse, sun glasses and athletic wear with a smile on her face and Starbucks in hand.
    Dr. Miranda Henry, Precision Physical Therapy

  14. Destiny Winters
    May 15, 2020 | 11:17 am

    My ideal client is Jenny. She’s 28, in a long-term relationship, and works as a nurse full time. She’s outgoing and extroverted, but likes her quiet time too. Her instagram has more pictures of her dog than her, and she’s usually hiking or walking in a park somewhere.She might also have a cat. She has many acquaintances but a select few set of close friends, and she’d do anything for them. She’s known as the “caretaker” or the “mom” in the friend group, even though she doesn’t yet have children. She wants children in the future, but she often worries that her illness won’t let her. She cares about her hormonal health and sees a functional medicine doctor.

  15. Vivia Collins
    May 15, 2020 | 4:29 pm

    My bestest & most fave client is Mrs. Steinbrenner who is 74 years old. Mrs. Steinbrenner does not like to be cooped up and so you will find her at her country club having tea with her girl friends, playing pinnacle, maybe some bridge & enjoying an Arnold Palmer. She still finds time to volunteer at the animal shelter in Fayette county and the local food pantry. This lady is a true Southern Bell; never has a hair out of place, never seen without makeup(not too much), sitting upright never slouching even when caught taking a nap & always smiling.
    I have learned so much from Mrs. Steinbrenner about being patient, thoughtful, being graceful & never take your position for granted. Long live the Steinbrenners 😁

  16. Dexter Gotell
    May 15, 2020 | 6:11 pm

    My best client is Ms particular.
    She’s very detail oriented in her life and in her home so she wants her home to be clean neat and organized. She is about schedule so she wants her window cleanings on a six month schedule just like everything else. She’s busy but not too busy to take care of her home and in doing this she has friends who, in turn, take care of their property just like Ms particular.

    Dexter Gotell
    D-Tell Window Washing

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