- Decide to commit time and energy investing in a relationship. He is building his new business the old fashioned way of networking, my front door. He is not concerned about the short term, he is only thinking about the long term. Winning someone over, especially their hard earned money takes time and energy.
- Stay in touch. Don't assume that because you are likable or friendly that people will remember who you are. Come up with a follow up plan within a 3-4 week window of touching base and finding out a little bit more information. Gaining the information is key to maintaining the relationship.
- Offer a little help and service along the way. On the third follow up offer something meaningful to the relationship that will allow you to keep your door of influence open.
There are several ways that I need to be more proactive in following up with guest that come to High Pointe and I am thankful that I can learn something from my financial salesman who is becoming a friend.