By improving your questioning to your existing clients, it gives you greater clarity. You'll learn about areas in which you can continue to improve on the way to providing real value. If you are providing real value, you increase the certainty of establishing a client for a lifetime. These are clients who you covet, clients whose values and appreciation and acceptance of your real value is understood and shared with future prospects. Isn't that what we all want?
Beginning with the next issue, we will show you the many applications for the Value Ladder. In the meantime, congratulations for reaching the top of the Ladder; I hope you enjoyed the journey. Remember what Albert Einstein said, "Try not to become a man of success, but, rather, a man of value."
Leo Pusateri is president of Pusateri Consulting and Training LLC in Buffalo, N.Y., and is author of Mirror Mirror on the Wall Am I the Most Valued of Them All?