Being the Virtual Salesperson

Another anecdote about the growing value of the J2J...

 

[next meeting details at the bottom]

 

Since the beginning of the J2J, we’ve reinforced the message that those who come to the meetings are not your potential clients/customers, they are your potential salespeople. We’ve also said that you need to keep coming in order for it to be effective.

 

David Hurwitz (david.b.hurwitz@aexp.com), a financial adviser at American Express, has honed his 1 minute presentation over time and the catchphrase that has become synonymous with him is that he serves people who are “going through major life changes” with solid financial advice.  There are many ways to position your services, this is his.

 

I’ve heard this pitch over and over again.  This morning, as I was taking a shower (hey, it’s where I do my best thinking!) I was ruminating on some very bad news I’d heard from two sets of friends of ours in the past week.  One couple had decided to get divorced. In another, the wife was diagnosed with breast cancer.

 

We had sent the usual sympathetic notes and calls; my wife made dinner for the cancer patient last night, however, it’s tough to know how to really help people in a time like this. 

 

It then occurred to me that these people were definitely undergoing a major life transition and all were going to have to climb some serious financial mountains (in addition to the obvious emotional ones).

 

I reached out to them and basically said, “hey, I know you’re going through a rough time now and you’ve got a lot on your mind, so I’m sorry if this is inappropriate, but if you feel the need, I have a friend who is a solid financial adviser.”

 

They were appreciative and at this point, it doesn’t really matter what happens from a business perspective, because, honestly, it felt like I was doing a mitzvah by thinking about the needs that these people have and proposing a solution by a person I trust. 

 

And the simple reason that I trust him (and thought about recommending his services to these people at this time) is because he’s been coming to J2J every month for a year, has positioned what a good lead for him would be, and has given 2 solid presentations about his level and degree of expertise.

 

The next meeting of the J2J DC will be January 11^th @8.10am at the Microsoft offices. Directions attached.

 

For information on the J2J NoVa meeting times/locations, please contact Michael Drobnis (michael.drobnis@solution-works.com)

 

Happy Hannukah and Happy (secular) New Year.