“I don’t want to cold call,” said Robert, a financial advisor in Michigan who I’ve been working with. “But I don’t know how else to fill my time.” We were discussing Robert’s second career, which he loves but for which he just hasn’t been finding enough clients.
“Let’s start with the people you already know,” I advised.
“Well, I know a lot of people who could use my help, but I haven’t spoken to some of them in years,” Robert explained. “And a lot of the ones I’m closer to are avoiding me now because I think I came across as too high pressure when I started, and it really turned them off.”
“That’s two different groups,” I told him. “The second one is going to take some time to rework, so let’s look first at the ones you haven’t yet spoken with.”
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“Well, they taught us to just call them up and offer to sit down with them,” Robert said. “But I’m not comfortable with that. How would I be able to convince them that I care about them if I called them up out of the blue after five years to ask for an appointment?” he asked.