We are down to our last few days in Wisconsin. We’ll be pulling out Monday, having made some interior improvements that will make keepin’ on even more comfortable for how we live and work in the RV.
And it appears I have some catching up to do!
Three weeks ago, I wrote about how you come up with your price. It ISN’T the hours you work times some manufactured hourly rate. It IS the value of the problem you solve because most problems don’t have a value that hours times rate will quantify.
Two weeks ago, I offered up a video rant about our profession’s internecine conflicts on BV organizations, standards, and credentials – feuds that do little to bolster our standing among the clients we serve. Meanwhile, Rome is burning and our industry is being disrupted by forces that feed off of these conflicts.
Last week, there was a BVFLS serenity prayer that many of you seemed to like. In short, we need to be in front of our leads, prospects, clients, and referral sources when they need us … because they don’t need us very often.
On to this week. When it comes to the work you do, are you a service provider or an expert? Have you thought about the difference? Do you realize there is a difference?
And if you’re new here, welcome aboard. This is what we do!
Labor Day and summer are in the rearview mirror. We are down to the last third of 2018. Are you two-thirds of the way toward reaching your practice building goals for the year? Email me and I’ll try to help … my inbox is always open!
Our BVFLS industry/profession/world is changing:
- The number of appraisers (choices) is increasing.
- The businesses we value are more complex.
- The audience of leads, prospects, clients, and referral sources we hope to serve are more educated.
- The triers of fact we must go up against are more sophisticated.
- The valuation mechanics are more intricate (anyone attending a recent Hitchner webinar can testify to this).
As a result, the people who hire us need fewer service providers and more experts.
Differences between service providers and experts
Here are some thoughts, not meant to be all-inclusive, but enough to give you an idea of where you might fall in the continuum between the two archetypes.
Providers hang out shingles that welcome all or most.
Experts magnetically attract their ideal clients and actively repel those who are not.
Providers offer a generic service.
Experts solve a specific problem.
Providers tell clients what they can do.
Experts ask clients what they want/need to accomplish.
Providers ask clients, “What do you think? Will this work?”
Experts tell clients why a decision is the right one and offer reasoning to back it up.
Providers strive to make their clients happy at all costs.
Experts don’t sacrifice the truth of a matter to make their clients feel good.
Providers learn what the need to know to perform the next engagement.
Experts accumulate authority/reputation in their niche over a lifetime.
Providers say this is the way it’s done because it’s the only way they know.
Experts offer alternatives because they’ve seen the problem so many times.
Providers charge based on time and rate or fixed fees they believe their market will bear and hope they land the work.
Experts charge a premium fee based on their value contribution and still win the business.
When asked, my webinar and live audiences report that they would all want to hire an expert to solve their problem, whatever the problem. Yet, I know (via poll questions) that most of the appraisers in the audience say they are not experts.
We can’t be all things to all people. A blurred message that speaks to many will get you an average practice. A clear message that appeals only to a handful will get you a thriving practice. Which do you want?
In real life
Do you want/need to move from service provider to expert? It’s a fundamental step that I work on with all of my coaching clients. Because when you elevate yourself to expert status, you do the work you want, attract the clients you enjoy serving, and get paid what you are worth.
– If you like what I write about, tell a colleague.
– If something resonates and you want to reach out directly, email me.
– If you think we share common interests, connect with me on LinkedIn.
– If you want a sense of how well your practice is working for you, take this Practice Self Assessment.