When clients call me they typically are "over" their space.  It's old or dingy or ... well it just doesn't work for them.  I start with listening to them talk about their current space but then I always ask "what do you like about it".  Almost every client does a double take.  The purpose of this is two fold - first to stop the flow of negativity about their home (which is normal) and the second is to get them to say "yes".  From a sales standpoint, I need to get a client to start to say "yes" to what their new space can be.

Mike Smith
Momentum Construction
(404) 551-4368 Office
www.momentum-construction.com

Like most service-providers, I do an initial Discovery Session with clients for us to learn about each other.  However, what makes me different is that I have a committment to my clients to help them learn more about themselves in the process of working with me.  This entails them completing my weekly Quality of Life Survey which goes above and beyond just tracking macros, weight, and measurements.  My QOL Survey serves to quantify things like sleep, mood, digestion, skin, cravings, and all other things that affect how good or bad my clients feel in their body from week to week.  At the end of their program with me, they have an actual scorecard that I share with them showing their improvement from beginning to end in their quality of life in addition to improvements in the usual numbers of weight, blood sugar, meals, and girth measurments.

One of my favorite parts of my Marketing job is doing a deep dive into each client’s business—it's how we uncover what really makes them unique and how we can help them stand out.

As part of my onboarding process, I always set aside time for a one-on-one conversation (usually over coffee or Zoom!) that goes beyond just services and deliverables. I ask about their “why,” their ideal customer, what’s working, what’s not, and what keeps them up at night. It’s like a mini discovery session designed to build trust and uncover hidden gems we can highlight in their marketing.

The goal of this practice is simple but powerful: to build a genuine relationship and deeply understand the heartbeat of their business. That way, we can create marketing that actually reflects who they are—not just what they do.

Every new client starts with a 45-minute diagnostic session. I ask questions no one’s ever asked them; about the way they lead, how decisions get made, and where they’re stuck.

The goal? To slow down the guessing and speed up the trust.

Because clarity is the fastest way to transformation, and connection is how we earn it.

When my clients feel seen from the start, they’re ready to take action.

During the initial consultation with a prospect, we have a brief conversation so I can get to know them on a personal level.  I also ask numerous questions about their specific situation so I can determine how best to serve them.

Our first meeting together is longer than the others to give time to dive deep into their finances, but also to start to get a sense of why they want to change their current habits, what goals they have, etc.  This becomes very personal because it involves things that they care deeply about.  We can then use this to fuel their momentum to make progress on those goals they want.

With every successive meeting, I always start with what's been going on in their life since we last met.  By the end of our time together, I get to know my clients pretty well.

A distinguishing element in my business practice is the in-home style and strategy consultation, which allows me to gain a deeper understanding of my clients.  While the primary focus is on selecting wardrobe options and strategizing the vibe for the session, visiting their home provides valuable insight into what matters most to them.  For instance, during a recent consultation, I discovered that my client was a recipient of several awards recognizing her as a celebrated small business owner as they were proudly displayed throughout her home. This revelation not only offered valuable insight into her as a business owner but also opened the door for us to incorporate those awards as props in her personal branding session.  My goal is to understand who my clients are so I can capture their authenticity in a way that resonates with their ideal audience and ultimately attract more business their way.  

A discovery call is a key aspect of my business process, and I begin every client relationship with this part of the process.  The purpose of this process is built into the name - it enables me to learn about the wants and needs of my client.  That's the primary goal.

However, the goal of the goal is different.  When I do a discovery call with the older adult that I'm serving, the call enables me to also assess how they are doing.  It's one thing to understand somebody's budget, but the goal of the goal is to understand whether or not they need memory care.  And very often that isn't something that can be achieved over the phone, or through a Zoom call.

Years ago i identified the best opportunity to build a more in depth connection is during my initial contact with the customer.

Most of my customers are businesses- when i discover their industry im able to create narratives that brings value to their business.

Also, This can create an ongoing communication opportunity for me to provide valuble information to them.

If i read an interesting article about their industry i'll kindly send them a message-"Hey Dan, i came across this interesting article about new technologies for landscaping companies. I really hope it can bring some value to your business."

An intentional part of my business process is having coffee meetings with each member of my PowerCore team regularly. During these conversations, I actively listen and take detailed notes—not just about their ideal clients and referral triggers, but also about their personal interests and background. By deepening these connections, I become better at identifying opportunities to refer them to my clients.

Similarly, when onboarding new bookkeeping clients, I start with an in-depth interview to fully understand their business operations, financial goals, and personal aspirations. My goal in both these approaches is to build strong, genuine relationships and truly understand what matters most to each person. When I deeply understand someone's needs and motivations, it enables me to offer meaningful, targeted referrals, positioning myself not just as their bookkeeper, but as a trusted advisor and connector who contributes directly to their success.

Part of my process happens on-site—during the initial inspection or while we’re in the cleanup process. I take time to hear stories about their home and family, because everyone living there is affected. For my business clients, I connect with the facilities or maintenance manager to learn their history with the property.

The goal is to build real connection—because referrals come from relationships, not transactions.