In business, just like in duck hunting, not every opportunity is worth chasing. You need to know who your ideal client is—your “duck.” Here’s a quick story to illustrate the point.
The Duck Hunting Story
A young kid goes duck hunting with his grandfather. Ducks start flying in, and the kid pops up, ready to take a shot. But the grandfather lowers the gun and says, “Not our duck.” The kid is confused—ducks are ducks, right? But the grandfather explains, “We’re hunting teal, not mallards.”
This is exactly what happens in business. You’ve got to know which clients are right for you and which aren’t. So, the real question is: who’s your duck?
Who’s Not Your Duck?
Let’s break down what it means to identify clients that just aren’t a fit for you.
1. Personality Misalignment
Not every client is going to mesh with your style, and that’s fine. Here are some common issues:
- They’re calling or texting constantly, disrupting your flow.
- They prefer communication methods that don’t work for you (like texting instead of a conversation).
- They might come across as arrogant or don’t respect your time.
The bottom line is, if you don’t enjoy working with them, it’s okay to walk away.
2. The Type of Business They Do
Even if the personality clicks, their business might not be aligned with yours. For example:
- They might only deal in new construction or high-end homes, where private banks often take over.
- They’re focused on areas or types of loans you’re not interested in.
In these cases, it’s best to move on and focus your efforts on clients whose business aligns with your goals.
3. Geography
Distance matters, even in today’s digital age. If a client is too far away, maintaining a strong relationship can be tough:
- Regular face-to-face meetings may be difficult.
- Someone closer might swoop in and develop a stronger relationship.
If you’re not willing to make long trips or invest in maintaining a distant relationship, this may not be your duck.
4. Team or Business Structure
Sometimes the way their team or business operates can create roadblocks:
- A team lead might push them to use their in-house lender, limiting opportunities for you.
- They may have weak referral systems, making it hard for you to break through.
If the structure doesn’t allow for strong, consistent referrals, it might not be worth the effort.
5. Value Proposition
Finally, their value prop might not align with what you offer. Consider the following:
- Do they want 24/7 availability? If that’s not your style, they’re not your duck.
- Are they fixated on the lowest rates or paying for ad space? If that’s not something you can or want to provide, it’s time to move on.
The Key Takeaway
It’s crucial to recognize when someone is not your duck. By filtering potential clients through these five factors—personality, business type, geography, team structure, and value proposition—you can save time and energy, focusing only on those who are a good match.
At the end of the day, it’s okay to be picky. The more you prospect, the more selective you can afford to be. Don’t try to force someone to fit when they don’t. Keep making those calls, keep prospecting, and most importantly, keep hunting for the right ducks.