Could I share what my belief is in becoming a leading producer?
Caring! I’m sure most everyone has seen the movie “Jerry Maguire” at one time or another. Love it or hate (full disclosure - I loved it) there was a great message that resonated throughout the movie: caring.
Too many of us get pounded on by our sales manager for production numbers. I recall when I first began my adventures as a stockbroker. Our district manager would conduct meetings on Friday mornings where we would share and report our sales for the week. Some of us were proud, some…not so much.
If our numbers weren’t to his satisfaction, we would ‘discuss’ what the problem was. Now, this was a long time ago (remember the Dow was at 577 when I entered the business so colorful vocabulary was not off limits back then. It was always my feeling that if you showed the prospect that you cared, sincerely cared, they were more forthcoming with information. My numbers were high, but I never realized that the results were due to how I showed empathy for what their goals were. I listened to them and showed that I cared about them.
You’ll recall my post a few weeks back about Mr. N where he went on for hours about himself and his family and what the results were. Since LinkedIn limits the verbiage on posts I can’t get into my strategies here (I’ll save that for my online course) but allow me to share just one. If you follow this one very simple suggestion, you will turn a customer into a lifelong client (I had clients stay with me for many, many years) as well as a cherished association and, I believe, for the reason I am going to share with you now:
Keep in touch with them!
Simple, isn’t it?
I made it a point to call every client once a quarter. Asking about them, their family, and the latest in their, and their family’s life. When you make this call DO NOT ASK FOR BUSINESS!!!! Call them a week later, another time but never, ever on this call! if there is something interesting for them to consider purchasing do it another time. This is your sacred time with
your client. Make this call about them. Only! (BTW - this call need only last a few minutes, no more than five) Of course, I could go on and emphasize this at length, but suffice to say – show that you care!!! Whether you sell merchandise, investments, insurance, cars, real estate (a follow-up to past buyers or sellers is killer BTW), mortgages, medical supplies, or widgets, follow this one very simple, but very effective aspect of a client relationship. You will be amazed at the results over the coming months.
YOU will be the go-to, the only person they think of when they wish to purchase. And the referrals………fuhgeddaboutit! You won’t have to ask!! Blessings today and always……