Be generous. Share your time, knowledge, experience and know-how freely.
One of my greatest (and most generous!) mentors has a philosophy: Even if they don’t buy, never let a prospective client leave without getting at least a happy meal. Are they better off having met you?
In other words, are you willing to help the people you meet even if they don’t buy what you’re selling?
Let’s say that you meet with a prospective client to do a life insurance needs assessment, and you mutually determine that they are woefully under-insured. When you dig a bit deeper, you uncover that they have a condition that makes them uninsurable. No matter what carrier you’d apply to, you know they will be declined for coverage. Sigh.
In this case, they wanted to buy from you, but couldn’t. So now what? Do you go the extra mile to help them with Plan B? Do you research their employer’s plan to see what group life insurance options they have, or what life events may trigger some options for them?
Are you eager to help your clients ONLY when you get to sell something? Are you just as eager to help them get (at least) closer to their goal when they met you? That’s the happy meal. It may not be the fancy steak dinner that you had originally imagined, but at least they don’t leave hungry.
Generosity can go a long way to building trust with your niche market. You see, when you’re generous with your time, knowledge, experience and know-how, people feel it. Prospects (and clients alike) can sense when you’re going the extra mile.
Financial Professionals: Schedule a 30-minute consultation with Chris Kowalik of ProFeds to see if this proven, step-by-step system is right for you.
Ready to get started? The ProFeds Bootcamp is where all of the magic begins! This training program is limited to the first 10 financial professionals who qualify, so reserve your seat today! CLICK HERE for details about our next available class.
About the Author: Chris Kowalik, founder of ProFeds, is the industry’s leading business coach for financial professionals who specialize in working with federal employees. She is a frequent speaker for financial services firms and federal agencies throughout the country.