I had two VERY different conversations with financial advisors recently.
Advisor A
On Thursday I was invited to hear a talk about the economy with a guest speaker, Lincoln Anderson. I arrived after teaching a workshop to an eager but overwhelmed group of 60 students ~ 80% of them non-US nationals. I literally skated in with snowy boots just as people were sitting down. There were at least 100 people sipping wine at a lovely country club keen to hear anything that would help them understand these turbulent times.
As I walked out, I found the host who had invited me. I am not a client, we had never met, however his wife heard me speak several years ago. He was so gracious and interested in learning about my work. We spoke about the movie Slumdog Millionaire and other random topics.
During our conversation he actually looked at me. You know how often you're in conversation with someone and they keep looking around? None of that!
On Thursday I was invited to hear a talk about the economy with a guest speaker, Lincoln Anderson. I arrived after teaching a workshop to an eager but overwhelmed group of 60 students ~ 80% of them non-US nationals. I literally skated in with snowy boots just as people were sitting down. There were at least 100 people sipping wine at a lovely country club keen to hear anything that would help them understand these turbulent times.
As I walked out, I found the host who had invited me. I am not a client, we had never met, however his wife heard me speak several years ago. He was so gracious and interested in learning about my work. We spoke about the movie Slumdog Millionaire and other random topics.
During our conversation he actually looked at me. You know how often you're in conversation with someone and they keep looking around? None of that!
Advisor B
The week before I had a scheduled a call with a financial advisor who had expressed interest in having me come into his company. One of his rising star employees saw me speak and thought I could help their team learn how to network and get new customers. The boss and I spoke the next day for a few minutes and agreed we'd talk more in 2009.
We had been playing phone tag for nearly two months. His assistant called prior to the call to say he was running late. We did speak about 20 minutes later as he answered his phone saying it would need to be a quick call since he was running late to an event.
"Tell me what you do?" he asked as if we'd never spoken before. Gathering my bearings I started sharing what I did and how it could help his employees succeed.
"What does it cost?" he asked almost as if he was burping. I felt like saying it cost the same amount that I told you two months ago ... but I didn't. Instead I quoted the rates and he immediately said, "it's not in the budget."
The week before I had a scheduled a call with a financial advisor who had expressed interest in having me come into his company. One of his rising star employees saw me speak and thought I could help their team learn how to network and get new customers. The boss and I spoke the next day for a few minutes and agreed we'd talk more in 2009.
We had been playing phone tag for nearly two months. His assistant called prior to the call to say he was running late. We did speak about 20 minutes later as he answered his phone saying it would need to be a quick call since he was running late to an event.
"Tell me what you do?" he asked as if we'd never spoken before. Gathering my bearings I started sharing what I did and how it could help his employees succeed.
"What does it cost?" he asked almost as if he was burping. I felt like saying it cost the same amount that I told you two months ago ... but I didn't. Instead I quoted the rates and he immediately said, "it's not in the budget."
Which person would get your money? Who would you refer if someone asked you?
It's easy to focus on the transaction you want from someone, but that can be short sighted. Networking is about the long term. You never know who knows who.
And no matter what being polite to everyone is typically a better strategy than not.
