People Remember People Who Make Them Smile

If on a date… the only thing you talk about is sex… what does the girl or guy know about you?  If the only thing you talk about with a client or prospect is money… what do they know about you?

There has been a huge amount of research done in the last 20 years on the language of trust.  It seems that people aren’t as trusting as they use to be.  Go figure, right?  In order to build trust, the person you are working with has to come to the conclusion that you are NOT just focused on YOUR agenda… getting them to move money, so that you can make money on them.

“But that’s not the case, I’m really here to help the client,” you say.  I know you are… but Boomers (and everyone born after Boomers) are not going to believe you.  They are suspicious and always looking for your agenda.

So, how do you overcome that suspicion?  There are several ways, but here is one way that is easy and fun.  Do things that make them smile.  When I was in personal production making well north of $1 million/year in income… I still took the time to write 200 handwritten notes a month.  How many have you written in the last year?

What kind of notes you might ask?  All the standard ones like birthdays, anniversaries of when they became a client, retirement congrats, etc.  BUT… the cards that got the biggest response were the ones that made them smile.

I would send postcards to clients and prospects alike that would give them a chuckle. Here are some examples:

Front of card: Pic of a sheep and the verbiage “Why don’t sheep shrink in the rain?”

Back of card: Handwrite—I will never shrink in my duty to you!  Hope you are having a great day!

OR

Front of card: Pic of a fly and verbiage “Would a fly without wings be called a walk?”

Back of card: Handwrite—Makes you think doesn’t it? Just thinking of you. Please call if you need anything!

I had dozens of versions of these cards and they worked wonders.  Everybody loved them… everybody commented on them… and everybody, especially clients knew who I was when I reached out to them.  This meant I started with a warm… not a cold, suspicious… prospect.

About Mike Kaselnak

Michael Kaselnak is considered one of the top marketing and sales experts in the financial services industry. He has personally mentored over 300 financial advisors in the past 10 years. These financial advisors saw their average production increase by 62%. Many saw increases of over 300 percent. He writes articles that have appeared in many mainstream magazines and has written the popular report 300 Financial Headlines that sell.
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