It's not easy being an expert. Especially because your expertise makes it so only you can tell that you're right! Our guest, Ric Overton, has had many experiences where he warned his customers against purchasing a piano… but then they went ahead, bought it, and found themselves in trouble.

Rick thinks we all should frame our perspective from that of an expert–be it a piano dealer or technician; it's our responsibility to communicate the knowledge correctly. We have to be armed with the correct information to help our customers make the right decisions about purchases, investments or any other expenditure of time or energy.

Our knowledge also dictates how good we do in this industry in the future. To be successful with the right clients, you need to have some specialized skills that set you apart.

Our co-host, David Andersen, also chimes in, saying that, in a few years, only the specialized piano techs will survive. According to him, having high-end clients is something every technician should aim for if they want to last longer in the industry. He believes that staying up-to-date on new trends, techniques, and skills is very important.

Tune into this episode to learn more about what Ric thinks about building a relationship with a customer, providing them with value, being open to communication and making communication more accessible, and listening to the client's concerns while selling a piano.

Here's a little bit about our guest Ric Overton: 

Ric has a 40-year history as a piano player, choir director, piano store owner and manager. He is currently the owner of R. Kassman, Purveyor of Fine Pianos in the Bay area, and has a profound knowledge of the entire worldwide piano business.

𝐉𝐎𝐈𝐍 𝐔𝐒 𝐅𝐎𝐑 𝐌𝐎𝐑𝐄 𝐆𝐑𝐄𝐀𝐓 𝐂𝐎𝐍𝐓𝐄𝐍𝐓❗❗

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