A while back, I discussed some Great Habits to Grow Your Business. That was along with a discussion about Hoboken, New Jersey, people watching, Frank Sinatra, stopping at red lights, sunshiny days, the New York City skyline, and a pack of cigarettes.
By the way, you shouldn’t smoke. Very bad for you.
Anyway, I promised “5 More Great Habits to Grow Your Business.” So here they are!
1. Take notes.
Probably about 10 years ago, I delivered a training session for a group of new financial advisors with an insurance industry training legend, the late Jack Kinder. As it turns out, there was a mistake on the agency’s training schedule and in essence we were double booked. Instead of letting my time go to waste (he was there first), Jack insisted that I share some of his time which was quite the honor.
I spoke for 90 minutes about networking and Jack was taking notes the whole time. Here you have an industry legend that had been training sales teams for decades and, at 76 years old, was taking notes. When at meetings, take notes and capture terms, phrases, and ideas. You’re never too old or too experienced to learn and taking notes is an attractive quality.
2. Really try to help others.
When you’re at meetings, especially when you’re in a position to network, have the mentality to listen, learn, and potentially help. Again, an attractive quality. How can you help others? Good question. Just ask!
When introducing yourself to others, ask questions about their background, experience, current business, objectives, how they learned of the event you’re both attending, who they’re looking to meet, who refers them business, perfect clients, favorite color, sports team, whatever. Just have fun conversations (about them!) that make sense and, if the time is right and you feel a good connection with them, offer to help. I find that if you help the right people with the right things, they help you right back. That’s how it works! And you’ll find by helping you’ll end up meeting more of the right people. That’s also how it works.
3. Discuss referrals from a place of “we.”
There’s lots of ways of generating more referral business and introductions. Most sales producers, including financial advisors, insurance agents, brokers, and realtors are reluctant to ask for referrals because they’re afraid to appear needy or to hinder the relationship in any way.