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Archive by category "Referrals"
A friend of mine booked me to speak at his networking group. In doing so, he was nice enough to introduce me to his counterpart who runs the group (there are many of them) based local to me. Hey, it was the networking thing to do! An introductory email was sent to all parties and the wheels were in motion. All I needed to do was respond and set up some time to speak with this new connection. Well, he beat me to the punch! My new connection sent a follow up email offering several options as to when we could meet. At the time, I was in the midst of business travel and upon my return needed to take a five hour drive for…
Continue Reading “What is Your Networking Attitude?”
Posted by Michael Goldberg in Business, Networking, Networking Questions, Referrals. Leave a Comment
Delivering a killer seminar – hands down! Can you think of a better way to showcase your skills, value, smarts, and market your business? Seminars work even better if you have an audience! People that actually want to listen to you, learn from you, work with you, refer you, and even invite others to your next seminar. Does it get any better than that? Heck, it can even be fun! I have an absolute blast when I deliver presentations as part of agency kickoffs, corporate initiatives, new hire trainings, top producer roundtables, recruiting focus groups, or sales meetings. I’m telling you, if I were a financial advisor, insurance agent, broker, producer, rep, manager, or whomever; I would be delivering presentations to audiences on a regular…
Continue Reading “What is the Best Way to Grow Your Business?”
Posted by Michael Goldberg in Business, Networking, Referrals. Leave a Comment
One of the very first things asked of new advisors, brokers, and agents is to compile, organize and ultimately sell to their Natural Market. In case the term isn’t used in your firm, your Natural Market is a list of family and friends (and countrymen) that you can sell insurance products to. Some firms may call your Natural Market your Project 100 (or 200) depending on how many names you have on your list. Catchy, isn’t it? I’ve discussed some of the best ways to work with your Natural Market in the past. But how much attention do you give to your Un-Natural Market? You may not be as familiar with this phrase as I just made it up. Well, I didn’t just make it…
Continue Reading “Your Un-Natural Market”
Posted by Michael Goldberg in Business, Networking, Referrals. Leave a Comment
Heck, most advisors don’t even talk to their clients unless they have to! Unless it’s time to renew something, or up-sell something, or be referred to someone for something. It’s always something! It’s no wonder the number one reason clients jump from one advisor to another is because they don’t hear from their advisor enough. Your clients are looking for something too! Yes, even the clients in your “C” drawer. Clients want to know that their advisors are looking out for their best interests and keeping them informed about what’s going on and what should be going on. This is especially true when the Dow and Nasdaq are dropping by hundreds of points and political parties are rocking the economic boat. This has become our…
Continue Reading “5 Things Advisors Don’t Say to Their Clients – But Should”
Posted by Michael Goldberg in Business, Referrals. Leave a Comment
Believe it! If you don’t have deliberate (and creative) ways of staying in touch and reminding prospects and clients that you’re a valued resource, they won’t call you. Well, they may not call you. Odds are they won’t call you. Everybody is busy and rarely does it occur to your prospects that they should be getting in touch with you. It’s a case of staying top of mind! In the spirit of OOSIOOM (see the catchy title), here are some approaches you can put into practice to jump start your OOSIOOM strategy. Make your calls. Way back when, I worked on Wall Street as a broker which is to say I was a cold caller. This is before the Federal Trade Commission and Do Not…
Continue Reading “Out of Sight is Out of Mind!”
Posted by Michael Goldberg in Business, Networking, Referrals. Leave a Comment
Mike Tyson has a great quote. “Everyone has a plan until they get punched in the face.” Yes, it’s one of my favorites! Now, Tyson is no Shakespeare (although he has a lot of great quotes you can look up) but he is going into the Boxing Hall of Fame next month. That’s got to count for something. Of course, what Tyson meant applies to the boxing ring. Once he hits you, scrap your game plan and make sure your life insurance is in order. And his 50 wins with 44 knockouts (28 in the first round) backs up the claim. The same claim can be made for your game plan for networking and generating referrals. I know, I know. You have all the best…
Continue Reading “In Your Face!”
Posted by Michael Goldberg in Business, Networking, Referrals. Leave a Comment
Question – have you ever received a “referral” from someone that wasn’t exactly what you were looking for? Maybe it wasn’t the best of connections or the need, timing, and interest wasn’t there. Better Question – do you know anyone (not you of course) who has given a “referral” to someone that wasn’t exactly what they were looking for? In my book, that’s not a “referral” at all. The intention of the giver might be good but the outcome probably won’t be. Or the intention of the giver might be to hit a quota if they’re in a networking organization or business group that tracks the amount of “referrals” given. In this case (which I’ve seen), it’s all about looking cool. Not cool. Of course,…
Continue Reading “Top 10 Best Types of Referrals”
Posted by Michael Goldberg in Business, Networking, Referrals. Leave a Comment
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