Again I found this week's interesting content through my connection with my coach and mentor, Benjamin Hardy. Many of his work will help you identify and meet your client's needs. You will also remember him from previous issues (examples here and here).
Benjamin Hardy holds a Ph.D. in organizational psychology. He’s also the author of Personality Isn’t Permanent and several other books exploring personality change. He knows what he’s talking about!
Where it all started
The guy whose work we actually focus on here is Steve Sims. Steve began life dirt poor in East London, the son of a bricklayer. At the age of 17, he began work as a bricklayer's helper.
He quickly got tired of carrying 80+ hods of bricks up a ladder, so he quit. He got himself to Hong Kong. As a doorman at a bar, he devised ways of making the bar experience exciting and exclusive for the right people, turning away the wrong people, especially those who were already drunk.
That was the beginning of Steve's founding an elite concierge service, called The Bluefish. He specializes in smiles. His “secret sauce” has two main components:
- Believe you can do it!
- Give your clients what they want or need, and more. What they ask for is only a small hint to what they really want!
How to meet your client's needs
On this YouTube page, in Steve's interview by Brendan Carr, he tells of arranging a dinner at the Accademia d'Arte museum in Florence, Italy for a wealthy client.
What had the client asked for? A fancy dinner in an exclusive restaurant in Florence. Steve knew that restaurants in Florence aren't really exclusive, so he contracted with this world-class museum to close and entertain the dinner, at the foot of Michaelangelo's famous sculpture, “David”.
To top it off he convinced Andrea Bocelli to come in during the dinner and serenade the dinner party.
Steve's other signature events are described on The Bluefish website.
As the interview continues, Steve talks about passion, communication (including the unsocialness of “social” media, a topic I focused on a couple of years ago).
One of Steve's quips is “He's low on IQ and high on I CAN.” Another suggestion is, when you start a conversation with someone who doesn't know you, especially a powerful person, make it clear very quickly what's in it for them.
Steve says at one point, in passing, “I consider myself an educated man. School has nothing to do with that.” Many people have focused on the low value of most organized education.
Steve talks about the value of relationships. He likens a relationship to an oak tree. When it's young, it's extremely vulnerable to damage. When it matures, it has the strength to weather all sorts of negative influences. Relationships are like that.
Check Steve's Work
This is a rambling, incomplete introduction to a guy who's deeply impressed me. His brilliance, insights, and enthusiasm, not to mention his complete political incorrectness, are very infectious. Check his website.