Learning a New Dance
by Tony DiLeonardi
Not that I generally care to dispute the thinking of Nobel Prize
winners, but this week I'd like to challenge Samuel Beckett's
advice "Dance first. Think later. It's the natural
order." That is, when it comes to connecting with clients,
which can be akin to inviting someone to dance, think about your
connection strategy before executing. For example, just as
you may evaluate your dance partner when deciding whether to break
dance or fox trot, why assume that a golf outing is a an
appropriate connection event for every client? Rather, think
about who you are looking to create/maintain a connection with and
then orchestrate your "dance" accordingly.
First, let's look at the golf outing. Please don't
misconstrue my above reference as a put-down on the connection
opportunity presented by golfing. Rather, if a golf outing is
appropriate for your client base, expand the event in ways that
help build your business. I recently had a conversation with
one advisor who hosted an annual golf outing for his clients.
The outing was structured so that it became a generational event as
participation required clients to bring a child or grandchild with
them. The beauty of this approach is while you reap the
benefits of networking with the next generation of potential
clients, you are also helping your clients' efforts at raising
their children/grandchildren's money IQ.
In my next post, I'll continue this discussion to provide you with
more creative thinking on ways to connect with clients. In
the interim, I'll leave you with a thought based on the African
proverb "When the music changes, so does the dance." We all
know the music has changed, but have you changed your dance?