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You said you wanted to get Capone. Do you really want to get him? You see what I’m saying is, what are you prepared to do? And then what are you prepared to do? If you open the can on these worms you must be prepared to go all the way. Because they’re not going to give up the fight, until one of you is dead. You want to know how to get Capone? They pull a knife, you pull a gun. He sends one of yours to the hospital; you send one of his to the morgue! That’s the Chicago way! And that’s how you get Capone. Now do you want to do that? Are you ready to do that? Remember these lines from…
Continue Reading “Readiness”
Posted by Michael Goldberg in Business, Networking, Referrals. Leave a Comment
I recently attended a Saturday morning business meeting. I went to the meeting (did I mention it was a Saturday morning?) for the sole purpose of supporting the speaker whom I met at a past conference. Seemed harmless enough! The presentation started off in a very dynamic way by asking questions of the audience and creating interest in the topic. Extensive time was spent discussing clients the speaker has helped and the value delivered. Clients of the speaker were brought to the event to help promote the speaker’s coaching program. The last 20 minutes of the presentation were spent handing out an application for the coaching program and explaining how to fill it out. How much value did I get from the program? None. I…
Continue Reading “How to Annoy Your Audience”
Posted by Michael Goldberg in Business, Networking. Leave a Comment
And even if you’re not! Top producers ask me many of the same questions about networking that the rookies ask me. The only difference is the top producers and conference qualifiers tend to have more market (as in their book of business) than time as opposed to having more time than market. Obviously, the established financial advisor has a lot more leverage given they have their book of business with whom to leverage, learn from, and generate more business. Here’s a quick process to help the rookies hit the ground running and prevent the grizzled vets from getting, well, more grizzled. Meet the pros. Make a list of all the aspects you need to learn to become a successful advisor. Scheduling sales appointments,…
Continue Reading “Networking: How to Get Started if you are a New Advisor”
Posted by Michael Goldberg in Business, Networking, Uncategorized. Leave a Comment
Maybe you’re “selling” your potential referral sources and not networking with them. In a networking scenario, it’s inappropriate to look at people as prospects rather than potential referral sources. I was part of a networking group years ago. Scott was the president of the group and he had a number of people on his board. I joined the group and wanted to meet one by one with the board members. In the spirit of networking, I thought this would be the best way to learn about the group and their respective businesses and to see if, over time, I could help them in any way. I scheduled a one-on-one meeting with Scott and clearly outlined that the purpose of the meeting was to discuss how…
Continue Reading “Why Isn’t Your Networking Working?”
Posted by Michael Goldberg in Business, Networking, Referrals. Leave a Comment
Where the heck did Jeremy Lin come from? Yes, Harvard, but who knew that? For those of you caught between cold calling and fact finding, Jeremy Lin is a guard for the NY Knicks who spent a lot of time on the bench. With injuries to two of the Knicks big forwards, Lin came out of nowhere and carried the team on his back for a 6 game winning streak. In fact, through his first 10 games as an NBA phenom, Lin averaged 24.6 points and 9.2 assists, bringing their offensive scheme into focus. Linsanity, baby! Lin has been a regular on the back (and front) pages of newspapers and magazines worldwide. The rise of Linsanity has helped preserve the job of the head coach,…
Continue Reading “Game Change”
Posted by Michael Goldberg in Business, Networking. Leave a Comment
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
What do Boxing and Networking have in common? You need to protect yourself at all times! Make sure you don’t put people on the defensive when networking. The goal while networking should always be about learning about someone else with the intention to help them.
Posted by Michael Goldberg in Business, Networking. 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
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