referrals

Making Connections

© Can Stock Photo / alphaspirit

A client recently talked about a friend, searching for an investment philosophy that works. (This sometimes happens after a person withdraws from investing for loss of faith in the markets or an advisor.)

The questions to me were, how do I help my friend understand your philosophy? What is the best way for her to learn about what you do?

I am always aware of our day job: taking care of your bucket as best as we are able, striving to help you get where you want to go. Talking to strangers, even friends of yours, always ranks lower. These days we are quite occupied with our day job.

It takes time for people to understand whether we might be a good fit for them. We know we are different. Our old-fashioned philosophy and methods are a labor of love – and require more effort than simply filling up the pie chart like the computer tells you. A contrarian approach is not for everyone.

Fortunately, there are three ways you can help a friend like that, without getting in our way at all.

  • Forward a weekly email newsletter you find interesting, with links to our current thoughts.
  • ‘Like’ or share our content on Facebook or other social media. That is a way to spread the word.
  • The most foolproof way: provide us a name and email address so we may send the weekly email newsletter, with links to new articles and videos and other short notes.

We’re too busy with our day job to make unsolicited calls. We will make time for your friends who call, when we can. It is always helpful if they have first had a chance to see what we are about.

You know this already, but our approach is not suitable for everyone. We do not cater to short-sighted thinking or overly pessimistic long term views. All of the communications we put out for you may be read by bystanders or eavesdroppers, without cost in time or money to us. That means we can start on the same page when we do talk one-on-one, a big time-saver.

If you would like to talk about this or anything else, or sign up a new subscriber, email us or call.

Magic Phrases

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A fresh-faced youngster in a cheap suit, I began in business working for a life insurance company. Its agent training program included the sales tactics common to that era, full of scripts and one-liners.

The conventional wisdom was that you had to take seven “no’s” from a prospect to get to the “yes.” Have you ever dealt with a sales person like that?

I learned how to irritate people to no end. Business was difficult.

It took me a while to realize that simply talking to people was a better way. The product was decent and had its uses: connecting in a genuine way made it possible to see if there was a fit or not. Trust went up, pressure went down. And there was no need to memorize sales tracks and magic phrases.

These early memories came back to me recently at a conference. One session featured a consultant who had some good ideas and interesting perspectives, though a lot of their program was never going to apply to us, since it was aimed at finding new clients. We strive to grow your buckets; new clients find us.

But their formula for greeting a referral for the first time took me back to those early sales days: “I’m calling as a courtesy…” In truth, the caller’s goal is to get in business with this prospective client. You know, close the deal, make the sale. Courtesy doesn’t enter into it.

This is how it sounded to me: “I’d like to start our relationship by pretending to do you a favor so you owe me one back.” This logic may work like magic on some people, but we are not here to manipulate anyone. The real magic is created together, through trust.

Clients, if you believe you would be helping a friend by introducing us, we will fit them in if they call. Or you can bring them along if we are having breakfast or lunch together. But we are not going to call them, nor pretend to do them a courtesy by doing so.

The better off you all are, the better off we will be, sooner or later. What goes around, comes around. When that is your agenda and your belief, pretense is unnecessary. Life is good—thank you for being part of ours. Email us or call if you would like to talk.


The opinions voiced in this material are for general information only and are not intended to provide specific advice or recommendations for any individual.