#5: How does creating "Meaning" work in Client Retention?

A couple of years ago, I was a member of a mastermind community.

The mentor who heads the community is a well-respected figure in the industry.

While many other mentors preach about making more money...

This mentor is different.

He focused on talking about building relationships.

He mentioned that relationships are more important than money.

Because one person can be the key to unlock a wider network of people.

Those people may turn out to be our future partners or clients.

I love that philosophy.

I bought into his idea.

I contributed my ideas to improve the community.

I helped whoever I could within the community, based on what I know.

I didn't make a single pitch.

I was purely helping people.

I had a deep sense of contribution.

It was meaningful to be a part of the community.

Until I saw another side of it.

When my membership was nearly due...

The mentor emailed me to ask for renewal.

The email wasn't warm and caring.

It was salesy and promotional.

There were elements of "guilt-tripping" within the email.

As if I'm doing the community and myself a disservice...

If I choose not to renew my membership.

I offered to help the mentor and improve the community's client retention rate.

I offered to stay within the community to help other members.

Although I couldn't commit to attending regular mastermind sessions.

So I told the mentor to pause my membership for a year.

The reply I got basically said...

"You're either IN or OUT.

There's no such thing as pausing the membership."

In an attempt to make me stay...

The mentor offered me a monthly payment plan.

He claimed he's making special arrangements for me.

Usually, we pay for the membership annually.

I rejected his offer and left.

It's clear when you look at Case Study A.

My presence wasn't valued in the absence of money.

My expertise and willingness to help other members weren't appreciated.

I lost trust in the mentor due to his incongruence.

I thought he valued relationships?

Without trust...

Staying in the community became meaningless to me.

The bridge was burnt at that instance.

"Meaning" alone doesn't lead to retention if "Trust" is absent.

"Trust" alone also isn't enough to keep clients if "Meaning" doesn't exist.

Next, we'll discuss Case Study B for comparison.

You'll discover how "Meaning" was created while staying fully congruent.

You don't have to manipulate.

You don't have to deceive.

You don't need to pretend to be someone you're not.