Today, we are going to talk about what to do when your client wants to quit. After you help them get huge results, it kind of sucks. Doesn’t it not because you don’t get them results it’s you do get them results. And then they want to quit. Now I learned this the hard way I was doing marketing consulting in my early twenties. I started out as a copywriter and then later on added consulting to what I do and I would help the clients. I would help them create the campaigns and help them get more clients, sell more products and services. And afterwards, after I got them huge results, I’ve made them a lot of money. They say to me, Dan, thank you very much, but we no longer need you. And I was like, what the fuck I’m being fired? Because I’m so good at what I do.

This makes no sense. Why is this happening to me? Right? And I would take it personally very personally. And I was confused. I wasn’t sure should I get them results or should I not get them results? Cause if I don’t get them results, I get fired. If I do get them results, I still get fired because I was doing just marketing consultation. And once I solved the, their marketing problems, they are getting the leads. They are getting the customers, they are getting the sales. They’re kind of like, nah, I don’t need you anymore. So it took me so many years to learn this. So today I’m gonna teach you three key lessons on how you could deal with this and how you could prevent this from happening. Now you’re not gonna prevent this a hundred percent. Why? Because people are forgetful. They forgot who brought them to the dance, right?

It doesn’t matter if you’ve made them millions of dollars, tens of millions of dollars. You’ve saved them millions of dollars. You’ve saved their marriage. You’ve helped to turn the businesses around. You’ve changed their life. None of that matters. I’m telling you after a while, people are forgetful. At least most of them. So don’t even expect it. Don’t get attached to it. Like I did do not get attached. So number one is this results do not equal retention just because you’ve gotten them results. That’s what they’re paying you for. It doesn’t mean they will stay with you for a long, long time. They need something else. You need to engineer something else within your business so that they will stay with you and keep hiring you or paying your retainer or buying additional high ticket programs from you. It doesn’t happen by accident. So that’s number one.

Number two. What I recognize is this that they buy because of me, but they stay because of my community. I’ll say that again. They buy because of me, but they stay because of our community. In the past, I was just selling advice. I would just say, Hey, you pay me X amount of dollars per month. I will help you do these things. Well, it’s a very linear relationship versus today. Everything that I do comes with a community, right? Even the mid ticket offers, it comes with a community. They are doing the course. They are going through the journey with a group of like minded people. And that’s very powerful, especially what’s happening today. We are all more isolated. We’re so pluck into technologies because of COVID as well. So people want to belong to something. So think of how it can add community to what you do, not just you teaching or you delivering the value or you helping them, but both on a community, they buy because of you, but they stay with you because of a community.

And I could show you examples within my own community, clients and mentees that stay with me 3, 4, 5 years. I mean, they know my content. Content is not what makes them stick around. They stay around because of the community. They hang out with like-minded people. They could ask questions and they support each other because outside of the community, their friends and family may not understand what they do. In fact, they may not even be that supportive of what they do. So where could they go to get support? They come back to the community. And the third lesson that I’ve learned is this. You always want to think about what is next. So you’ve helped them solve this problem. What is going to be the next problem that they would encounter? Can you create a program around that? And after you’ve solved their problem, then what’s next.

Can you create a solution around that? So you want to take them through this journey and not just a part of the journey. The further along that could go with you on this journey, the more likely that they will stay with you, you see most people, most business owners or most clients, they view coaching. They view consulting. They view courses. They view mastermind group as an addition of their business, right? It’s something extra. I’m running my business, I’m doing something extra. That’s not how you want to position what you do. You want what you do, what you offer your program, your coaching to be an inseparable part of what they do. And the way that you do this is you offer the community. In my case, I don’t just provide the content. The content is a very small part of what we do. We provide the training.

We provide one-on-one coaching. We provide the community. We provide templates and systems. We provide the tech. We provide done for you development. We provide connections and context that I’ve spent decades developing. So when you combine all those things together, they don’t view what I do or what we provide as an additional something extra to what they do. No, they look at what we do. The value we provide it’ is inseparable. That’s what you want to do. And then you don’t have the problem of, Hey, if I get them results, they will leave me. No, that’s not the case. You keep getting them results because you have every step of the journey, all laid out, right? The bigger they get, the more successful they become, the more successful you become and the lifetime value of the clients also go up. That’s how you wanna structure your program. Does that make sense until then? Don’t forget. Go high ticket.