Welcome to the Rhino Value Equation, where we break down how to charge what you’re worth in the wild world of affordable housing and mobile home park investing. In this jungle, there are four primary drivers of value. Two of these drivers you’ll want to pump up like a rhino on a stampede, and the other two you’ll want to shrink down to the size of a mouse. Let’s dive in.
(Yay!) The Dream Outcome (Goal: Pump it Up)
This is where your prospects’ dreams live—their visions of serene, affordable living spaces that don’t cost an arm and a leg. Whether it’s the idea of a perfectly manicured mobile home park or the dream of creating an affordable housing oasis, your job is to show them that this dream is not just possible but inevitable with your guidance.
(Yay!) Perceived Likelihood of Achievement (Goal: Rhino-Size It)
Prospects want to know that when they invest with you, they’re not just rolling the dice—they’re betting on a sure thing. Your track record, testimonials, and proven results should roar louder than a rhino in a china shop. The more confident they feel that their dream will become a reality, the more they’ll be willing to pay for your services.
(Boo!) Perceived Time Delay Between Start and Achievement (Goal: Squash It)
Time is money, especially when you’re dealing with affordable housing. The faster your prospects can go from signing the dotted line to seeing those mobile homes filling up with happy residents, the more valuable your offer becomes. No one wants to wait a year to see progress—they want to see it now, or better yet, yesterday. Your job is to minimize that time delay, making it feel like results are instant.
(Boo!) Perceived Effort & Sacrifice (Goal: Crush It)
Let’s face it—no one wants to work harder than they have to, especially when their dream is affordable housing that’s supposed to make life easier. The less effort and sacrifice they have to make, the more they’ll value your offer. Make it seamless, make it simple, and make it feel like they’re getting something for nothing.
The Zero Equation: Infinite Rhino Value
Here’s the kicker—if you can bring those last two factors down to zero, you’ve hit the jackpot. In theory, if your prospects feel like there’s no delay and no effort involved in achieving their dream, you’ve created infinite value. It’s like hitting the lottery, except better because you actually planned it. Imagine someone clicks “buy” on your affordable housing solution, and BAM! They’re instantly living in a dream community with zero hassle. That’s the goal.
Perception is Reality: The Rhino’s Trump Card
Now, let’s talk about perception because in the end, it’s all about how your prospects feel about your offer. It doesn’t matter if you’ve built the Taj Mahal of mobile home parks—if they don’t perceive the value, it might as well be a rusty old trailer. You’ve got to make them see, feel, and believe that they’re getting something extraordinary.
Consider this: What if you could make your clients feel like their affordable housing dreams are coming true the second they invest with you? Like how a dotted map on the London Underground made riders feel better about waiting for the train, even though the trains didn’t get any faster. It’s all about managing perception. The better you are at it, the more you’ll be able to charge.
The Rhino Dream Outcome: Tap into the Wild Side
People have deep, primal desires that drive them—whether it’s the need to be respected, loved, or simply seen as successful. Your affordable housing solutions need to tap into these desires and show prospects how your offer will help them achieve their dream outcome. Remember, it’s not about creating desire; it’s about channeling it in the right direction—your direction.
The Rhino’s Path: Increase, Increase, Decrease, Decrease
To sum it all up, your job as a rhino in the business world is to maximize the dream and perceived likelihood of achievement while minimizing the time delay and effort. Get this equation right, and you’ll charge what you’re worth—rhino style.
So, whether you’re investing in mobile home parks or creating the next big thing in affordable housing, keep this value equation in mind. It’s the key to charging like a rhino and winning in the marketplace.
