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Referrals: Gaining a Potential Client From a Newsletter, and Building Trust With an Existing One

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Here's the latest update on my Road to Independence. Last week was productive. As a result of my monthly newsletter, I received an e-mail from a prospective client who wanted to meet. Two days later we were sitting down together. With wife alongside, we spent much of the next hour-and-a-half discussing important topics. After a little laughter and some serious conversation we adjourned. As it turns out, I am the third advisor this potential client has spoken to so we'll see where it leads.

On another note, isn't it an awesome feeling when you have gained the trust of a client? Especially with something as important as their finances. With the exception of trusting someone with your life (and health), financial trust has to be next on the list. It's also very humbling. Humbling to think that they trust "you."

That raises another set of questions for me. What motivates you? Is it money? How about prestige? For me, it's happy clients. I want to do the best possible job and exceed their expectations. I don't just want them to be satisfied, I want them to be thrilled! I want them to tell others about me. That's my primary focus. The way I see it, if I do a great job for them, they will tell others and I will make a good living. So far, so good.

Last week I met with a client to go over the life insurance portion of his financial plan. This client has been approached by numerous people trying to sell him life insurance. I also offer life insurance, but in this case, I was engaged to provide an objective analysis, not to sell him a product. At the end of the meeting we talked about where I lived. After he found out, he said he has a good friend who lives on the same street and would tell this friend about me. He also took a number of my business cards to pass on to others.

Would this have happened if I had only done an average job? Probably not. What's the life blood of this business? Referrals! In fact, a referral from a satisfied clients is probably the most rewarding event on two fronts, financially and emotionally.

So with 2010 coming to a close let's make a New Year's resolution together. Let's vow to learn more, listen more, and love more. After all, isn't that what clients are seeking?

Have a great week!


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