The ’60s were a decade filled with new opportunities for teenagers. Dances were common, and disc jockeys were popular. The local skating rink would have a special dance night and occasionally invite a famous band. Since I lived in a college town, the place was packed for the dance. The band was Sam the Sham and the Pharaohs. Their biggest hit was “Wooly Bully.”
They were giving a prize for the best couple, so I grabbed a girl who I knew had plenty of energy. She was amazing. After several elimination dances, we were the only couple left. We won the prize. At the next dance, she found another partner, and we both lost. We should have stayed together.
Creating excellent working relationships is not easy in our crazy world, but keeping them is even more difficult. A lost character trait is loyalty. But loyalty is a two-way street. When a marketing organization or wholesaler overlooks customer service and loyalty to that customer, it’s not difficult to understand why that customer goes away.
The marketing organization I started with in 2002 was owned by a very unusual fellow. We took him a new marketing idea. After careful consideration, he decided it would work for his producers. We shook hands on the idea and never drew up a contract. He paid us consistently and loyally for more than a year until we both felt the value had run its course. We again shook hands and ended the agreement.
That’s integrity. We did our part, and he fulfilled his part. I love doing business with someone who will say clearly what they will do and then do what they say.
There are some great ideas that are offered through various marketing organizations on marketing and prospecting. There are so many, in fact, that it may be difficult to separate the good ones from the bad ones. When we do find something that works well, we may have a tendency to modify the idea and take it elsewhere. That causes marketing organizations to be a little skittish about their relationships — and protective of their ideas.
Since I create seminars for producers to use, they have continued access to them. I don’t charge for the use of the PowerPoint presentations as long as the producer uses my production services. I discovered an agent had taken one of my PowerPoint presentations and posted the entire thing on his website, effectively negating the purpose of the PowerPoint. He seemed impervious to the fact that he misused the privilege for his own purpose.
Most recently, the idea of marketing for Social Security planning was new and had promise, so a plethora of software options hit the market. Producers are now sufficiently confused, and even disillusioned, about the opportunity available to the clients of the Social Security planning method. I’ve noticed producers learn the concept one place and take the idea somewhere else to gain 0.5 percent on a contract. Then the second marketing organization doesn’t know what to do with the information.
Top producers rarely change loyalty. If they do, it’s usually because of some egregious mistake or persistently poor service. Otherwise, they generally stay with an organization for the long run, especially if that organization is sociable and wants to go the extra mile. These producers are top producers because they consistently repeat a process and offer products that work well with the process. They also don’t move around. They find a home and stay there.
So, what does this all have to do with prospecting? When we have a method that works, we need to remain loyal to the method and to those who brought it to us. Because something that works is hard to find.
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