it’s when you’re more in tune with "baking" and sharing a bigger pie with others than maximizing the size of your own pie. The happy by-product of such an approach is you become more valuable to others, which makes you more memorable."The Bigger Pie Mindset" is an important leveraging concept —
I’ve always been a big believer in the Bigger Pie Mindset. I’d rather not worry about competition, for example. Don’t get me wrong: I love competition, just not the zero-sum game type of competition. I believe it's better to think about creating a bigger pie with partners. And anyone can be a partner: others who do the same kind of work and serve the same kinds of clients as you do, your clients themselves, and of course, the people you work with and interact with every day.
The Bigger Pie Mindset sounds like this:
I can move forward on my own strengths, but by combining them with someone else’s gifts, I can take giant leaps!
I tell my clients we’ll work with their kids, their parents, and their siblings — no minimum required.
There are no competitors — everyone I meet is a potential friend, partner, employee, employer, teacher, protégé, or resource.
Successful partnerships are based on each side being overgenerous to one another, and I am the first to give.
What can you do now to soak up this approach?
1. Tell each client in their next review how your team is ready to help their family members, regardless of asset amounts — or no amounts. Determine a reasonable model so you can serve smaller family accounts profitably, and the amount of time you will give to those that simply need to hear your wisdom. Your clients' gratitude will surpass your efforts.
2. Be open-minded about everyone you meet in your business. Ask how they give value, and how they set themselves apart. Make a note of it. There will be a day when someone else you know needs them. Remember that even the most annoying or narcissistic person can become your personal emotional trainer. I like to practice grace when I meet someone like that!
3. The next time you are talking to a potential referral source:
Explore the kinds of clients they prefer, and how they serve clients, so you know if they are someone your clients would value.
Learn about their own aspirations and challenges, so you can be in a position to inspire their growth, helping them like you help your clients.
By focusing only on them — not on what YOU do — they will experience how you serve your clients and will likely want their clients to experience that genuine care as well.
4. Every time you are inspired by something new you’ve read or learned, share it with a client, a colleague, or a business ally who will also appreciate it.
There is an alchemy that happens when two or more individuals commit their respective gifts to an endeavor. So, when you go into a situation wanting to contribute to someone else's pie, that's what they remember — how things are better after talking with you.
Are you looking for more organic growth? Adopting the Bigger Pie Mindset is a key step in becoming a referral magnet. For more tips on amping up your referrability, check out The Engaged Client Experience on Qii's Resources page, under Tools.