When you engage in social prospecting, you mingle with plenty of people in the community. In many cases you spouse or significant other is alongside. They know and understand what you do. Can they help bring business your way? Yes.
Your spouse respects client confidentiality, yet also has a good idea how you’ve helped other people in very specific situations. They also know your ideal client profile.
Example One: It’s the simplest. A corporate spouse was telling me about socializing at business conferences or at the country club. Spouses get together for lunch or drinks while their other half attends meetings or plays golf. Over time, they get to know and like each other, forming relationships. They discuss what they do for a living, but the conversation transitions into what the spouses do. When an interesting profession comes up and there’s either a need or a mediocre provider in place, the spouse of the executive suggests both couples should get together for dinner to discuss investing.
Lesson: Although the spouse isn’t employed as an advisor, they can tell the advisor’s story. Once one spouse has won over the other, it’s time to bring the other players to the table.
(Related: How to Find the ‘Hidden Rich’ in Your Area)
Example Two: A couple lives in Northern California. (Let’s call them Jonathan and Jennifer.) The husband is an advisor. They are involved in the community and attend events. Each circulates around the room. Jennifer gets into conversation with a guy. He asks: “What do you do?” She explains she runs the household and raises the children. She says her husband is a financial advisor. The guy starts talking about his investments. Jennifer patiently listens until he gets to the part when disaster struck. She stops him saying: “You should really talk to my husband Jonathan. He helps people with that kind of problem.”