Heres a Source I Forgot

Lunch with Jack Singer at a new Italian place today gave me the chance to ask him how he started to prospect. Jack's a fund and stock broker who brought his family here from South Africa about a decade ago. Over there he was a druggist, so there were few skills to transfer, other than his business acumen, but no prospects or clients.

And to start with he had no friends, or acquaintances here, so he started out not just cold, but ice-bound.

Well, he began with his family (don't we all?), then the people he, and they got to know., and they told their friends about him and his skills as a financial advisor. These were skills he'd acquired managing his own investments in S.A., and he treated each of his clients the way he wanted to be treated as an investor.

But a top prospect source was 'orphans'; clients who’d lost their rep, and were given to new reps by the boss. In the insurance business we called them 'orphan policyholders'.

It struck me, that this source has been neglected by TIP. I never put much store by it myself, because all those I was ever given seemed to be duds. Maybe that was my fault. I looked on them as hand-me-downs instead of opportunities.

Jack viewed them as opportunities, if not for immediate business, then for referrals, and gave them top service to earn those referrals. But Jack was older and wiser than me when he started out. He knew each orphan could be a brick in the business he was building.

Jack’s orphans helped him create the business he has today. And, if you get any, they can help you also. Don’t neglect them. Give them top service, and they’ll reward you.

Heres a Source I Forgot - To learn more about this author, visit Donald F. Pooley's Website.

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