What We Can Learn from a Village Postman

What does “doing small thoughtful things for people” have to do with client acquisition? Well, I would say it was a key to my success generating revenue and acquiring Ideal Clients. I was hired during the 1980s when Wall-Street-based companies all forced financial advisors to cold-call to find new clients. Well, being an introvert with call reluctance, I refused. Most people like me simply washed-out, but I was different. I moved to a more “independent” nationwide firm where I made a quantum-leap from “worst producer” nationwide to #1 top producer without using any sales tactics or closing techniques whatsoever. How? I figured out a simple truth. There are more people out in the world seeking services like mine, than I could possibly serve in 10 lifetimes. They just don’t know I exist. So I simply ramped-up my efforts catching up with my friends & acquaintances. Most introverts actually love people they know, but don’t like idle chit-chat meeting strangers. So I met with lots of friends every week, and made sure they all were clear about what I do for a living. No sales, just friends catching up with friends “venting about life.” I met with friends regularly, but on a personal basis not for business. We catch up over coffee. Sounds unremarkable, how did that turn into business? I’m that friend who’s a very good listener. I always picked-up on significant financial issues in my friends’ lives. I pay attention, and am known as a nice guy among my friends. How do “small thoughtful gestures” fit in? Well, I’m the friend who encourages us to catch-up with each other …even when we’re all too busy. I always take the time. But the reason friends think I’m a nice guy is because I remember them in-between our regular coffee-meetings to catch up. It’s not so much that I talk about my work when we get together, it’s that I send my friends thoughtful things in-between our regular meetings. If a friend of mine loves art, I’ll send them tickets to a museum opening (or simply send the notice about the opening). If they tell me their son is doing a science project, I’ll send my notes from the science project I did with my daughter years ago. I think to myself, “how can I be thoughtful or do something for this friend?” I’ve learned that bite-sized pieces of kindness have a positive impact more than I ever imagined. I didn’t do that stuff for friends to generate more business, but that’s what ended up happening.