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Excerpt
Sean:
What if it’s a client who’s misbehaving or they’re unhappy and they’re acting up? How do you handle it?
Carlos:
I get mad at clients. I’m not afraid of clients. Clients pay me to tell them what’s true. I’ve reached a certain point in my career where I’m not a slave to the clients that I work with.
The clients that I work with, I really love them. They’re really good friends of mine and I respect them as professionals, but also as people. I don’t think I have clients anymore that I deal with, at least at my level. I don’t know about the account executives and the account managers. They’re the ones that have those daily problems with clients regarding revisions.
At the end of the day, clients are still clients, but you have to come to a point where they respect you enough. They trust enough that when you push back, they know it’s to protect their brand. They know you’re pushing back because you also are invested in taking care of them. That’s how my clients feel about me, which I’m blessed in that kind of relationship.
Sean:
From the very beginning, some clients will negotiate you down for your rates and I’m wondering what are your most effective negotiation tactics? And when I say tactic, I mean it’s on the dot.
Carlos:
Looking them in the eye and smiling. I’m not even lying. It all comes down to intention and looking them in the eyes and smiling at them and reassuring them that you’re doing this for their good. It all comes down to intention.
I can do this because our agency is good at what we do. I can’t sell a bad product. That’s another thing about sales. You can’t sell a bad product. You’re going to be lying through your teeth for the entire time.
Our intention is to improve your brand. Nothing else. Improve your numbers, improve your sales, improve your down-the-line, improve your up-the-line, improve everything about your product, because that’s what we want to do. That’s what we want your money for.
We’re not going to put down other agencies. That’s not our style, but what we’re going to say is that this is what we want to do. And I guarantee you, the only secret that I have is looking them in the eye and just smiling because I know we can deliver.
You can only have intention when you’re confident. When you’re supremely confident with your team, with your brand, with what we’re working with. That’s about it. Then you can smile and just look at them.
Sean:
What’s your advice to other people who want to get more out of their life and they feel like they’re in a rut right now? Especially now that they have lost jobs, business incomes, maybe even family members. What’s your advice to them? How can they live life?
Carlos:
I apologize that this is going to sound preachy. Renew your relationship with God, I think that’s the most important thing.
Make worship a lifestyle. I think that’s the most important thing. Renew your relationship with faith, with God, with heaven, with Jesus.
I’m not going to preach. It stayed up to other things wrong and all that, but it just makes more sense when you know that there’s something bigger than you. Everything just makes better sense when you know that there’s something bigger than all of this, and there’s nothing bigger than God. That’s the beauty of it. That’s my advice.
I’ve fallen so many times in my life, and if I didn’t have faith, I wouldn’t be here. If I didn’t have the love of my friends. If I didn’t have the love of my family, if I didn’t have the love of my God, I wouldn’t be here, man.
That’s it for me. That’s my biggest thing, I can give you – millions, millions and millions worth of business advice or consultancy and all that. But if you’re asking me about life? Faith.
