If you’ve ever read the classic book, Acres of Diamonds, you know that most people have more love, more money and more of anything they desire well within their existing reach.

If you haven’t read it, I’ll give you a quick overview of the book in the beginning of this article. In my opinion, it’s a “must read” for just about anybody.

In Acres of Diamonds, Russell Conwell writes about Ali Hafed. Ali was a farmer who owned acres of farmland. Like most human beings, Ali desperately wanted to be wealthy.

One day, his Priest told him that if he could just find one diamond, the size of his thumb, that he could buy the entire country and live the rest of his life as an extremely wealthy man.

So, like many people do, Ali sold the family farm and went searching for diamonds. He searched all over the world, eventually going completely broke and ending his life by suicide in the ocean.

Shortly after Ali’s sad departure, the gentleman that bought his farm was giving his horse a drink from the river that ran through the property. As he was standing on the river bank watching his horse drink, he noticed a sparkle in the water. As he looked closer, he found a beautiful stone that glistened in the sun. He picked it up, and thought nothing of it until the Priest stopped by and pointed out that it was indeed – you got it – a diamond!

As the story goes on, we find that the entire farm sat on acres and acres of diamonds and became one of the world’s largest diamond mines.

Poor Ali had acres of diamonds right under his nose the entire time and – instead of leveraging what he already had – he left it behind for a miserable life and death.

The moral of the story is pretty easy to see, and I’m sure you know it by now

I believe that we all have our own figurative acres of diamonds.

And, this is where it gets good for you

You have your own asset, just like Ali, and I want to help you harvest it in this article.

You happen to have the trust and respect of people who are in a very valuable stage of their life. As you probably know, there are specific life events that surround the need for home upgrades such as granite countertops. And, it’s crucial that you know what they are. I’ll tell you what they are in a moment – and even tell you how to capitalize on them, but before I do, I want to make a point.

I talk to stone fabricators like Ali every day. Regardless of their size or profitability, they all want more business.

But, like Ali, they’re all looking for a solution outside of their existing asset. While there’s nothing in particular wrong with this thinking, I advise them to look within their existing asset for profit opportunities before they invest in more product offerings, a bigger yellow page ad, or whatever they’re thinking of doing.

Now, pay attention, I’m about to tell you something so simple and valuable that you might pass it up because of its simplicity.

Conventional thinking in the countertop industry tells us that homeowners have a lifetime value that is made up of a certain amount of total upgrades, future job requests, and referrals. I hear numbers all over the board.

To calculate your average customer value, you must first find out your average revenue per job. Simply take your gross revenue over the last 12 months and divide it by the total number of jobs completed.

Next, find out how much a customer referral is worth. For example, if you average one referral for every three homeowners divide your average revenue per job by three. You can then add this to your average revenue per job you just calculated. You have now determined your average lifetime customer value.

Got that? Okay, let’s move on.

Now that you have that, let’s use an example figure so we can continue. Let’s say your average customer value is $7,000.

You CAN increase that number without raising prices, without adding another customer, or without selling them flooring or cabinets. This is just one of your own “acres of diamonds” that you have within your countertop business.

Now, remember earlier in this article when I said that people who need new countertops typically are going through a certain life event? Knowing these events is so important, but few people actually take the time to think about them. The most common major life events are:

Moving. Either somebody intends on selling their home or has just moved into a new home.

New Job & Inheritance. People who have come into additional funds or income.

Empty Nest. Now that the kids are gone there’s more money for home improvements and/or the age of the house requires it.

Marriage. New countertops to better enjoy their home together.

There are a few more, but those are the major events I’d like to focus on in this article. “Okay, now what?” you say

Well, remember when I told you that you can increase the lifetime value of each customer? And, remember when I told you that the trust and respect from your customers is extremely valuable? This is where it all comes together.

By forming joint ventures with respectable local businesses that can fill a need that people in those major life events are looking for, you can increase the value of many of your customers by 25%, 50%, 200% or more!

Here’s how

Just like you, local businesses are trying every day to grow their sales revenue. So, like you again, they advertise. This all works out so that they have a customer acquisition cost. Some will pay a few bucks for new customer, but others will pay several hundred or even more than $1,000 to acquire a new customer.

Now, what if you leveraged your trust and customer relationships and gave them a qualified customer? Do you think the business would pay you a commission for that customer? You bet they will! If you’re paying $100 for a new customer through your advertising efforts, would you be wiling to pay $80 for a new customer if somebody brought it to you? Of course you would.

If a local business is paying $250 for a new customer, they’d love you to bring them new customers at $200. They save $50 and are dealing with a good customer. In that situation, you just increased your lifetime value by $200.

Do that a few times and you’ve just struck diamonds!

Form alliances with local businesses like: movers, realtors, estate planners, carpet cleaners, and so on. Think of companies that can help people in the major life events we talked about and the list of companies will be easy to form.

For example, people who want to put their home up for sale need a realtor, moving company, probably a handyman service to make their home presentable and quite a bit of moving supplies. A couple who just got married probably want to talk to a good interior decorator, life insurance salesperson, financial planner; the list is endless.

Meet with the decision maker of these local businesses to work out a fair commission and tracking system that both of you are comfortable with. Do this multiple times, until you have a nice slate of joint venture partners. Then create nice marketing materials to present to your customers that outline the benefits of using your joint venture partners.

Before long, you’ll be getting commission checks in the mail and your customer value will go through the roof. That, my friend, is one large acre of diamonds within your existing business!

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