Home Features Mastermind Videos About Advertise Blog Network Contact
   

Have A Suggestion?
Toronto Salsa Classes / Toronto Salsa Lessons Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
Have A Suggestion?

Featured Ebook


ebook Famous Entrepreneurs - Modern Empire Builders


Featured Ebook

More Evan Carmichael
Have A Suggestion?

Sales Lessons From Starbucks And Dell

Heres a Source I Forgot



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.

Like this article? Share it with your friends
[Get Copyright Permissions] E-Mail | Print | More  


Related Articles Related Articles
When They Do Not Buy
  There are several right times to ask for a referral. The first, surprisingly, is after a prospect has not purchased.
A Quick Source Of New Revenue
  When you think of growing your business or of increasing your profits, do you immediately think of finding new clients. If so you are not alone.
How do I compare my website traffic with my competitor’s traffic?
  People often wonder how to compare their website traffic vs. their competitors. This article provides some advice on this subject.
The Message Man From Mississippi: Fred Smith is Born
  “I think the American Dream is freedom,” says Fred Smith. “It's the ability to do what you want to do. It's the freedom to succeed; it's the freedom to fail. And the freedom to live your lifestyle the way you want t...
Saying Thank You
  US President Theodore Roosevelt has been described as founder of the Bull Moose Party, the man who led his troops up San Juan Hill in the Spanish-American War, a big game hunter, family man, civic servant and a host...

Related Forum Posts Related Forum Posts
Why pay a Consultant? Why pay a Consultant?
iBegin Directory - free listing iBegin Directory - free listing
"Someone" "Someone"
Re: If its a website, you have got to have . . . Re: If its a website, you have got to have . . .
CRM Options CRM Options
What makes a good entrepreneur? What makes a good entrepreneur?
Re: Invoicing Re: Invoicing
Re: Page Rank Update Re: Page Rank Update

 
About the Author


Donald F. Pooley
(Visit Donald's Website)
Don Pooley, the author of this article, allows you to publish it if you include these credit lines: Copyright 2005, Donald F. Pooley, Inc. Don Pooley CLU, CFP, CHFC, "The Advisor's Advisor" has shared his marketing know-how with audiences of life insurance men in all major Canadian cities, London, Australia, Chicago, New York, San Francisco, Hong Kong, and Singapore, and now in his free ezine. To get more ideas on marketing your services, plus free ebooks, subscribe now at www.eTIP.ca/
Have A Suggestion?

View Author's Blog
Become An Author

View Author's Video
Become An Author

Free Downloads


Donald F. Pooley's

Complete
List Of
Marketing
Articles

First Name
Last Name
Email
 
If you enjoyed this article, get Donald F. Pooley's Complete List of Marketing Articles For FREE!
Become An Author