The Holiday Season is upon us. I
usually tell my coaching clients to get out and meet as many people as
they can this time of year (assuming you want new clients). Go to
as many parties and Holiday events as you can. Tell your friends
you want to go to parties with them.
Once you get to a social event, your job is to meet as many people as
you can and get their names along with some idea of how to contact
them. Exchanging business cards is easy. When people don't have a
business card, go for an email address. You can say you want to send
them an article or a name of a potential client or information about
something that came out of your conversation. When you send your
email, send all your contact info and then ask for theirs as well so
you can put them in your rolodex. Then wait a week or two before you
call them to see if they would like to get together again. Your normal
telephone pitch will do. I like a teaching approach or sharing what
smart people are doing with their conservative money.
How do you quickly connect
with people? You may only have a few minutes. What you
don't do is talk about yourself. Save that for later. Take a
sincere interest in them. Ask them as many questions as you can that
are appropriate to the setting. People are starving for attention. If
you ask all the questions and take a sincere interest in them, they
will consider you a brilliant conversationalist and will want to talk
with you again. The most skilled networkers focus the conversation on
the other person and try to find a way to help them.
Here is my favorite quote on the subject from Dale Carnegie: "You
can make more friends in two months by becoming interested in other
people than you can in two years by trying to get other people
interested in you."
I am not saying you keep what you do a secret, although some of the
best networkers do. For sure keep it simple and follow whatever you
say with a question that gets them talking about themselves. You can
say, "I am a financial advisor. I help people maximize what they do
with their conservative money. Tell me more about what you do. I am
really interested in..." In my experience, if you give people an
opportunity to talk about themselves or what they do, I have never had
anyone say, "Before I answer your questions about me, I would like to
know more about you."
I would like to leave you with a favorite fable that further
emphasizes our theme. Here's how it goes...
A painfully shy man fell in love with a young woman. He sensed that
she felt the same way, but he couldn't find the courage to ask her
Finally he decided he would mail her a love letter every day for one
year, and then ask her for a date.
Faithfully, he followed his plan, and at year's end he was finally
courageous enough to call her and ask her out on a date — only to
discover she'd married the mail man.
MORAL: You can send all the cards, calendars, letters, and emails you
want. You can have all the fancy brochures, websites, business cards,
letterhead, etc.; but there's nothing like meeting potential
clients face to face.
If you're a relationship-oriented financial advisor and you like to
build relationships with people, being face to face is your
greatest strength! It is also a lot of fun and you get lots of
energy from this kind of activity. Most important, it actually works
better if you don't talk about yourself! At least not in the
Enjoy the Holidays,
(424) 228-5575 (Los Angeles, California)
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