JERRY WISTROM - More Clients Program Preparation Work

Ideal ClientsMy ideal clients are business owners / office managers for businesses in the USA which have gross sales over $1 million. I love working with intelligent, professional service businesses.

Psychographically – they are people who are dedicated to doing the very best they can for their clients / customers. They are extremely good at what they do in their underlying profession – but they are not well versed in the ins and outs of merchant processing – even though it is an essential part of their business. They certainly want to save on their monthly processing fees, and all of their overhead – but they don’t want to compromise quality. Unfortunately – merchant processing is seen as a commodity. Much like business insurance. It’s great to get the best deal – but they want a great company to be helping when things go wrong. Usually – they don’t know that they have an issue at all. They think that their fees are their fees. But they could be losing hundreds of dollars each month in overpriced programs.

My ideal client appreciates the relationship they have with their vendors and professional services. They know that they can pick up the phone and call their service provider who will do everything they can to handle their situation.

My ideal client is willing to learn. They are open to hearing possibilities – they haven’t closed their mind to options.

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My ideal client is loyal (because I want them to also be loyal to me) but not so loyal that they can’t move to me and change providers.

My ideal client is thoughtful to their employees and customers. They care about people – not just the bottom line.

Ultimate Outcome

I help my clients minimize and stabilize their expenses in taking credit card payments from their customers.

Core Client question:

“How can I make my business more profitable with the least expense and change?”

Success StoryGive a concise success story or case study of one of your successful clients. Where were they when you started working with them, what did you do for them and what outcomes and results did they produce as a result of working with you?

Dr. Kranz Bauer is a young veterinarian who was in the process of buying the practice he had been working at for the past four years. The practice was owned by his father-in-law and another veterinarian. Dr. Bauer was changing banking relationships and heard about my affiliation with the CVMA as their preferred vendor for merchant account processing. Dr. Bauer sent me the latest two months statements. I was able to reduce his monthly processing

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fees by over $900. He was amazed and thankful. $900 each month will make a huge difference in his ability to pay off the owners of the practice. Dr. Bauer’s life just changed drastically as he bought the practice the same month that his wife gave birth to their first child.

ValuesWhat values are most important to you in your business? And how do these values impact your business and your life?

My top values are Integrity, Honesty, Education (Lifelong Learning) and Relationship.How does this affect business and life?

I’m the guy who always does the right thing. Often I end up “losing” as a result – but there is no other way that I would have it. I’m honest as the day is long. I’m often too honest. I notice that other people, especially in sales will do anything to get the deal. I do anything to make it right. It’s had some adverse effects on me and my business. My feelings / kindness are often overlooked by others. I’ve often thought that I would be a heckuva lot better off if I were more dishonest / had less of a conscience. I have these values of integrity and honesty from my father. He was an absolute role model for me. He was a bank officer who ALWAYS made sure that the right thing happened for his customers. And it always wasn’t what the customer wanted – but it was what was best for them…

Life Long Learning – This is the essence of who I am. I love to learn. I love to have a new course. I always have 3 books being read at the same time. I love to explore and find out

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how things work. Favorite vacation thing to do? Factory Tours. They just blow me away….

Relationship / Kindness – these are values that again are at the heart of my being. I remember being in a very data driven environment and having someone say: What are you doing in I/T? You’re a “relationship guy”. It’s funny how that observation struck me. I had never considered myself a “relationship guy”, but once it was said – I savored and appreciated that title. I still do. It means that I care about people. I care about their well being. I want the very best for them. When the “pay it forward” idea came out – I was 100% behind that. I know that the kindness we have toward others is the best way to take care of our own mental well being.

I am analytical by nature. I love to see how things work, and how they don’t work. In data processing, I LOVED the challenge of making a computer program work. I loved translating business needs into computer code. I loved analyzing the business and then finding the best solution for implementing it in their world. In merchant services, I love figuring out how a given account can be made better.

Constant Improvement…. I REALLY loved the concept of Kaizen – Japanese for Constant Improvement. That is something that I look at all the time in my business and personal life. I use it to improve the places where I’m involved. (e.g. board member of an association).

Business Vision

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Look ahead several years in the future (5 or 10 years) in your business and answer the questions below: • What kind of clients are you working with and what are you doing with them? • How much are you making in your business annually?• What are your office and other surroundings like? • What is the status of the other areas of your life – home, relationship, friends, community involvement, health and exercise, personal growth, etc? • What are your most prevalent ways of being (feelings) when everything is working in your life and business?

Also, what are the some of the major things you learned in those years? What breakthroughs did you have that changed things? What were some of the turning points? What were some major insights and realizations you had that helped you in those years?

Do not write this as a series of bullet points, but as a narrative that you might share with a friend when they asked, “I hear you are doing very well and now have the life of your dreams. What is your business and life like right now?”

I have a great life. Everything that I had hoped that I would have has come true. I’ve built my book of business to the point where I now make $150,000 per year in residual income. I only work with companies that appreciate the work that I do. I’ve helped them by taking them out of a very bad merchant relationship into one where they are priced correctly and well taken care of.

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Office is great – completely organized to be efficient. Maybe I have one person helping with customer care… Only if it is needed.

I travel a lot. We go to the west coast often to visit our daughter’s family. Money is NOT AN ISSUE…. We do what we want, when we want.

I am joyful and grateful. I’ve created something really great for me and my family. I couldn’t be happier (and free-er)….

High-End, Outcome-Based Program or Service – doesn’t apply to me….

Strengths and Weaknesses

What are the strengths and weaknesses you bring to your business and to this program?

StrengthsWhat talents, abilities, skills, gifts, experiences, and other qualities do you bring to this program? If someone said, “You can always count on ‘Name’ to do such and such. What would they say about you? Make this a long list! Write down every strength you can think of.

I’ve attached my strengths from work done a few years ago. I’m extraverted. I’m logical. I’m helpful. I’m sincere. I build relationship very well. I’m open about my failings. I love to learn. I get excited to be on an adventure. I

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WeaknessesWhat tends to stop you? What do have an aversion to doing in your business? What can you usually be counted on NOT to do? If someone said, “The one drawback to hiring ‘Name’ is that…” what would they say about you? Makes this a long list as well, but not as long as your

My perfectionism stops me far too often. I want to get it right. I want to do it once and know that I’m doing it the right way. I tend to study something pretty intensely – and then see if I can actually apply it or not. I’ve been working on my perfectionism, but I believe this course will really push me to do something and keep moving. In the past – I wouldn’t keep moving. I’d be stuck in the “unknown” of what is the RIGHT way of doing it…. Debilitating. I won’t stand for that any longer.

I’ve never found the right way to do marketing. I’m excited to be doing it with this group.

CommitmentWhat is your commitment regarding the More Clients Program? That is, what can we expect from you? What can we bet the farm on? What will we know, with absolute certainty that you will accomplish in this program? You may need to think outside the box on this one!

You can expect 100% from me in every way. I’ll be doing the work, helping others, participating, creating. I will be working this program HARD. I will devote 4 hours each day to the work in this marketing course.

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That’s all!

Create a Word document with all of the main headings and write complete, in-depth answers to all of them. This will really set the foundation for the More Clients Program.

Note: Please put your name at the top of the page. And title it: Your Name More Clients Preparation. (This helps me keep this organized.)

Send this document to me at action@actionplan.com

Please do not wait until the last minute! Start as soon as possible and it will be done before you know it. You can work on the questions in any order you like, but in the document please keep them in the same order as presented here.

Cheers, Robert

action@actionplan.com831-338 strengths list!-7790

© Copyright, 2020, Robert Middleton, Action Plan Marketing

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