Advisors,
This week, I want to challenge your thinking around the concept of the “ideal client” — a term that’s central to my Can I Borrow Your Car? referral methodology. If you’ve followed my work or attended my sessions with the Exit Planning Institute, you know I believe the definition of an ideal client isn’t static. It evolves as your practice grows, your expertise deepens, and your vision for your business matures.
Early in your career, “ideal” might simply mean “anyone who pays the bills.” As you gain experience and stability, your standards rise. You start to align your client base with your long-term goals: predictable profits, sustainable growth, and ultimately, transferable enterprise value.
If you’re interested in taking your business a step further, head over to my Substack to read the full article and subscribe to Can I Borrow Your Car.
