May 27, 2019
Curiosity may have killed the cat, but it will enhance your interaction with others and increase your AUM.
A recent experience illustrates this point.
I’m interviewing photographers to update my head shot and create new images for a self-help book I’m writing.
The first one came to our condominium to scout locations. After introducing herself, she told me she had been in the business for 20 years and “obviously know what I’m doing.” She proceeded to take a tour of our unit and our building. She thought some locations would be “terrific” and rejected others. She explained the reasoning behind her preferences, sprinkling her explanations with terms used by photographers, like “lighting” and “soft focus.”
When she departed, she told me she looked forward to “scheduling the shoot.”
Her confidence is misplaced. I will not hire her.
Why?
She exhibited a lack of curiosity.
She asked no questions. She can’t possibly understand my goals for the new photos.
Here are some questions she could have asked:
What kind of books do you write?
How will you be using these photos?
Do you have examples of similar photos you like?
Describe how you want to come across?
Is there anything else you can tell me that would help me exceed your expectations?
If she asked any of these questions (particularly the last one), she would have been hired.
She had her agenda. She wanted to impress me with her background, experience and expertise.
I had mine. I want the best images I can get that will serve my purpose.
She made sure she ticked off all her boxes.
She left without knowing any of mine.
She won the battle of agendas.
But she lost the business.
You can learn how to be more curious. This article has some great tips.
We use SEO and other marketing strategies to create a steady flow of leads for financial advisors and estate planning attorneys
dansolin@ebadvisormarketing.com