Schmoozing for Business

[MzSmith]

Sorry Im not reading through every single post- but personally frommy perspective-you live and learn- I used to buy things from perspective clients or pick up their tab- when I had face to face appts, a d yeah maybe I got a few things lined up, but honestly unless your doing Stocks and Annuities or something with a securities license, you a health agent-so don't pretend to be the big boy of the party---honestly, its almost like begging for the business-I mean this in the kindess, but most straightforward way possible. Let your clients try and please you. After learning that I could close anyone without begging for their businnes, because it was enough that I was doing all the leg work to get them a good product and saving money..well, they would buy me lunch or get me a bottle of wine to go-I have 4 kids, no time to waste extra money, and no time to spare to stay for the gifts-so I take them on the go!...you'll learn...good luck

 

[insurehound]

Building relationships with prospects (or the right prospects) can go a long way. I have found that potential clients like to know that you are sincere in helping them. They also want to get to know you and trust you. Once they trust you, half the battle is over.

Having a drink or a smoke can help in that process. It's even stronger if you happen to have the same world views as the prospect. I DO talk politics and religion where appropriate because people like to do business with others with similar views.

And for costs, really, how much does a steak or a drink cost? It can be peanuts compared to some other lead generating tools that don't allow you to build that relationship.

And Bill3173...really? Your prospects are lucky you even meet with them?

 

[bill3173]

And Bill3173...really? Your prospects are lucky you even meet with them?

No, not really. Now if Somarco meets with them, they are obviously very fortunate. If you read his post on the topic, his clients are lucky that he doesn't insult them and hang up. How dare anyone ask to meet him personally, the lady is lucky that she didn't get a severe tongue lashing.

 

[somarco]

the lady is lucky that she didn't get a severe tongue lashing.

How do you know she didn't?

Oh, wait.

Different topic . . .

 

[bill3173]

Since this thread started, I have had a small group client(single owner with over 5 employees) ask me for "favors" since they've been so loyal.

The request fits right in with the topic of this thread, and in this forum.

I've thought of going to wash his cars, but I really don't want to start the deep sea fishing trips etc. with small groups. He has added two employees in the last year with decent sized families.

What would you do in a case like this? Groups account for less than 2% of my bizness, so I really don't have enough background to know what they expect or what is acceptable when they hint at something like this...

If it were an individual, I know what I'd do. I just took a current life and health client to McDonald's the other day, and she called me back to get Dental Insurance and sent me a referral.

 

[ABC]

There is no way I would consider picking up the tab as begging for business. I don't think business owners or decisions makers look at it that way.

Bill,
Individual and group business is very different. If I took one of even my small group clients to Mickey D's for lunch that could be viewed the wrong way as cheap.

The reason I started this thread was I never invited prospect groups to hang out on a social level. I know a lot of agents golf so they take their prospects golfing but I dont golf. So I thought this year I would spend a few dollars on socializing with prospects.

 

[bill3173]

There is no way I would consider picking up the tab as begging for business. I don't think business owners or decisions makers look at it that way.

Bill,
Individual and group business is very different. If I took one of even my small group clients to Mickey D's for lunch that could be viewed the wrong way as cheap.

The reason I started this thread was I never invited prospect groups to hang out on a social level. I know a lot of agents golf so they take their prospects golfing but I dont golf. So I thought this year I would spend a few dollars on socializing with prospects.

McDonald's just worked out due to location, and she didn't have much time and didn't want to have the discussion at her office. My office was too far away, just time constraints that was all. I would have taken her anywhere, you would have too.

The group situation is different. This guy has slung a lot of business my way other than his group, he has referred family friends to me.

He made a simple comment about it, kind of like "about time I started to see some kind of benefit" after his policy renewed.

I didn't say anything, and his wife said "I don't believe Bill3173 heard you". And in his most John Wayne voice said "he heard me" and then changed the subject.

What do you do for a group when comments like that are made? Just curious.

Nobody tell me to take him out to lunch or golf, that's not it.

 

[MzSmith]

ABC---dont get me wrong-I may have said it totally wrong-as I noticed I also had several typos-lol---Its not necessarily begging for business if you have experience in this field, with some clients-you just know and get a feel-and therefore it might be ok to "pick up the tab" but if you are new to it- some people take it as begging...they can smell fresh fish you know what I mean? I hate when new agents think they can buy their clients-and it takes more than just that...anyways-I don't know how experienced you are-so your situation could be totally different..

 

[somarco]

I have sent wine, "prepaid" dinner cards for a very nice restaurant and a few other things to some very good clients.

Sometimes spending $50 - $100 or so on a client can pay big dividends.

With wine, I try to find out what they like. Same for dinner. Do they have a special place or type of food?

I once joked with a client about info I would need to start their online application. I said I needed their SSN, mothers maiden name and their favorite wine.

Her response was her SSN, mother's maiden and a nice Syrah.

I was joking.

She was not.

I sent her a nice Australian import via FedEx.

In turn, she sent me a very nice note saying she had written my name on the bottle so she would remember me while having the wine with dinner.

She also said that was HER idea of (Christmas) "comfort and joy".

She sent another referral the next week.

 

[ABC]

He made a simple comment about it, kind of like "about time I started to see some kind of benefit" after his policy renewed.

I didn't say anything, and his wife said "I don't believe Bill3173 heard you". And in his most John Wayne voice said "he heard me" and then changed the subject.

What do you do for a group when comments like that are made? Just curious.

Nobody tell me to take him out to lunch or golf, that's not it.

This is simple. Spend some at his business or send business his way.

If I have a chance to spend money with my clients I do. If I can send them business I do.