Most financial and insurance professionals are taught to "prospect" — to market themselves. They put in long hours and good money on lead lists, social media and other marketing activities, and they notice that despite their efforts, not much is happening. They aren't growing and getting great clients.
If this is where you are, try this for the next month: Slow down your conversations and be there to give… and not get.
Everyone you talk with, and every great client, needs you to listen and to serve. Create relationships based on service, and you'll find plenty of business.
Getting annoys people.
Clients and prospects can sense whether you are there to sell to them — to serve yourself — or to serve them. Are you giving… or getting?
Advisors who are struggling to grow their business are focused all day on what they can get, and how they can get it and, as a result, are not getting much of anything. Those focused on what they can give are getting a lot.
The scenario based on get works like this:
The advisor meets with a prospect and begins a manipulation, and ends the conversation with some kind of awkward request or question. And the prospect almost always says something like, "Let me think about it."
In most cases, the primary reason for this reaction is that there's been no actual service from which they can determine the value of your offer. You didn't listen deeply and ask questions that were meaningful to them. You gave very little, and now you want a contract to keep on doing the same. Hey, I would need some time to think about that, too.
