Just Ask

As a trainer I meet lots of people. Sometimes in small groups, sometimes larger. I’ve worked with companies that have hundreds, and even thousands, of salespeople and I’ve worked with companies that have a small group of sellers.

A couple of months ago I had the pleasure of working with a team of 50 financial services representatives from across the country at their meeting in North Carolina. GREAT company run by GREAT people with a team of talented, dedicated reps. I’ve been working with this company in various ways for about 3 years. Good people.

About two weeks ago, one of the reps from the firm called me. I know this rep well and consider him not just a client, but a friend. We’ve spoken often.
After some brief small talk he said, “You know, if you send me one of your statements I’d be glad to take a look at what your financial advisor is doing and let you know if I feel he has you invested in the right places.”

Almost 3 years of working with this company, and this is the first time any of the reps has reached out to see if they could help me. This particular rep didn’t say, “I’d love to earn your business,” or, “If I can show you how to make more money on your investments would you consider switching?” He offered to serve me by giving me his professional opinion.

I think it’s a safe bet that if he can get me to switch to him as my advisor he’d like to, but what he did was offer to help with no expectation of anything in return.

I sent him the statement yesterday, and I expect that in a few days he’ll let me know if he agrees with where my advisor has me or he’ll make some recommendations. And if the recommendations seem right is it possible I’ll move my money to him? It’s possible.

Now the fact is, if everyone I ever trained offered me their services I’d spend all day letting people know I’m “Not Interested” as I can’t do business with everyone who does business with me. So I’m glad not everyone sees me as their prospect. BUT, why not?

This rep finally had the idea to ask me about my investments. What did he have to lose? ABSOLUTELY NOTHING.

By asking to see my portfolio he could have heard that I’m not interested, that I’m uncomfortable sharing my personal financial information with a client, that I love my current financial advisor and wouldn’t dream of switching, or any of a million other possible responses. In which case he would be no worse off than he was before asking.

But now, he’s got a chance of a new client.

There are people in your life…maybe some who you know for many years, who need what you have right now. They may be wondering, “Why doesn’t Sue ask me to review my insurance policies? I guess she’s not interested in working with a friend.”

When dealing with people who you have a relationship with let them know you’d welcome to chance to help them and give them the chance to benefit from your area of expertise. Just ask. The worst that happens is they say, “No.”