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‘Building Relationships’
The Key To Building Your Business
Building relationships to build your business is just like
raising kids. Kids grow and develop by being loved, nurtured, eating good foods
and being active. Relationships need the same kind of nurturing care that
children do. These relationships will grow up and turn into customers, joint
ventures and referrals.
People do business with people that they know and trust. As
an advisor, your goal is to make yourself known to your target market and then
elevate the relationship to the trust level.
Take a few minutes to review what is working for you, in
your area. Then consider these ideas to add to your relationship building
techniques.
Elevator Speech / 30 Second Introduction
Have you updated
your introduction lately? If you have not revisited lately, chances are the
impact / shock value may be gone. A new introduction can spark your own energy,
which will show through when you introduce yourself. You should try to use some
of these powerful action words such as create, design, compose, organize,
generate, solve, produce, and supply. Practice this in front of a mirror and see
what others see.
What
do you have to give?
We often think
of what we want to get from relationships. Things like a request for a proposal,
a new resource, a joint venture, or a sale. Flip this over and consider what you
are willing to GIVE to your potential customers? Do you have free information
that your niche market can use? Can you provide a free consultation on your
client’s current situation? Keep in mind that building relationships is a two
way street, that starts with you, the advisor. Approaching these relationships
in a giving, proactive mode is the best way to start.
There
is no such thing as too much follow-up!
“Out Of Sight, Out Of Mind”
is the fastest way to kill any business. With that being said, the acts of
following up with people that you meet for the first time will make you stand
out above the crowd. Most advisors lack a consistent follow-up method. Over
time, your prospects will forget who you are unless you keep in constant contact
with them. The simple actions of following-up with
monthly newsletters, holiday or birthday cards, thank you cards,
articles of interest, will keep your name in front of them and help the
relationship and trust building process. The idea is to choose several actions
that fit your business style and do them consistently. Watch your clientele grow
as you demonstrate an interest in building the relationships with them.
Contact Management System
You must have a consistent way to capture and maintain contact information that
is practical and easy to use. This means being able to easily access the
information to make updates and changes. Contact software such as ACT, Goldmine,
Practice Builder and Outlook were created for this purpose. Choose the system
that fits your work style and schedule. This nut and bolts step is an important
part of building relationships over time.
These are four great
techniques to add to your business, and help you increase your relationship
building success.
Jeremy Nason, FMM, RFC
‘The Nine Out Of Ten Guys’
© 2008 -
All rights
reserved
Lew Nason,
with his
sons Jeremy Nason, RFC, FMM and Will Nason, RFA,
FMM are the
founders of the Insurance Pro Shop and the
creators of the…
Found Money Management™ Advanced
Life Insurance Sales System… The most endorsed and
successful Life Insurance prospecting and sales system available for
today’s insurance professional!
Lew
has been helping agents and advisors to achieve long-term success in
financial services industry for over two decades. His unique
perspective, on how to truly help clients, has enabled scores of agents
and advisors reach the top levels of their profession. Visit his web
site at
www.insuranceproshop.com or call him toll free @
877-297-4608.
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