Connecting The Dots - When Something's Gotta Change Maybe It's You

Conventional marketing wisdom would suggest that you want to meet or exceed customer expectations.  The problem that we sometimes run into is that many times our customers expectations are grossly misaligned with reality.  Imagine you have a client that has seen you present at a First Time Buyer workshop.  They are extremely excited about the prospect of buying their first home.  You have given them hope, courage, wisdom and inspiration from your words at the presentation.  They follow up with you after the presentation to discuss the options for that $400,000 mortgage they are going to need to buy their dream home.  Sounds fantastic.  There is only one small problem.  They only qualify for a $250,000 mortgage.  You can see the look in their faces.  The dejection, the disappointment.  You know that they will likely walk out of your office and never return. So how do we deal with unrealistic customer expectations?  Well, we really have three options at this point.  We can do one of three things: We can meet t