Stone Payton: [00:00:00] Welcome back to BRX Pro Tip. Lee Kantor and Stone Payton here with you. Lee, let’s talk about becoming and being an accountability partner for our clients.
Lee Kantor: [00:00:12] Yeah. Being an accountability partner, I think, can take your relationship with your client to another level. Because if they can truly count on you on holding them accountable for whatever the objective is, then you become that trusted advisor that is going to be difficult to get rid of. Because there’s not going to be a lot of people in their life that are going to hold them accountable. So, some of the value that we have to our clients is holding them accountable for the guests to come on the show. And when your client knows that you’re going to say something to them, when they don’t bring the ideal guest, they’re going to try harder to bring the ideal guest.
Lee Kantor: [00:00:51] It’s like when you hire a nutritionist or a personal trainer and you know they’re going to ask you what you ate this weekend. You’re not going to want to disappoint her so you’re going to not eat that second piece of cake, because you know you’re going to have to be held accountable for it. And then, you’re going to behave in the way that you wanted to behave. So, this same dynamic is going to occur when we’re working with our clients. So, do not be afraid to hold your client accountable, especially, when you told them you were going to. Then, that’s part of the value you’re providing.
Stone Payton: [00:01:27] So, one of the specific areas that I think it’s important to hold them accountable is, it’s hold them accountable in terms of sticking to their guest profile. Now, it’s fine to have the occasional flier come into the studio and add some spice to the show. But it’s such a seductive medium. It’s so much fun to do. It’s such an easy way to meet people. I mean, you and I have both seen new clients get off track pretty quick by not sticking to their guest’s profile, haven’t we?
Lee Kantor: [00:01:56] Right. And that’s why it’s important to get the clarity up front. If you can meet more of these kind of people, would that move the needle in your business, yes or no? Yes. Okay. So then, we’ve got to make sure those kind of people come on the show. And if they’re not coming on the show, then how can we possibly deliver what we promised? So, if you’re the one in charge of booking the people, make sure you’re booking the people that meet the profile that you said was important to you.