Archive for Resource Development
It’s about the relationship . . .
Posted by: | CommentsI had a great conversation today with a someone I consider a friend who also happens to be a past client . Some things he said really struck a chord with me – given what I’ve been teaching for years now.
Bill Bergdoll of Bergdoll Insurance has recently completely overhauled his business and business model, given the shift in the economy. He scaled back his operation to the bare bones and began to circle back around to talk with clients that his agents had brought in (network development). He discovered that many of them, while having a policy, only had an auto or a motorcycle insured by his agency.
Why?
Because the agents never really thought about the people with whom they talked as a person to have a relationship with. The agents were focused on the transaction.
He said to me "I want to call them up and let them know how much money they really left on the table."
In one conversation he found that a client had several homes, motorcycles, cars, boats, etc. He was able to help that client save a considerable amount on his overall cost of insurance.
Why am I talking about this?
Because many of you are leaving lots of money on the table. Heck, as I sit here, I can see I’m probably doing the same.
And that money that’s being left on the table represents value we can bring to our current book of business. The people we already spent the time, energy, and money to acquire. You don’t even need to think about developing new sources of business – it’s already there.
In business development, it is all about the relationship.
I challenge you to look at your book. Read the CAN – PAN – FAN article I wrote. Really audit your book of relationships. And see how you might be able to deepen the value you bring your clients.
Remember that in dynamic economic conditions, it’s the dynamic that profit.
Raymond Chip Lambert
Network 2 Networth
Deep Business Development
Share this post :
A Conversation on Abundance
Posted by: | Comments
I am an avid reader of the My LinkedIn Power Forum on Yahoo! Groups and from time to time I interact with a post there.
One of the moderators and founders of the group, Vincent Wright posted this on the board this morning:
Many of us yearn for abundance, pray for abundance, align ourselves for abundance but, forget to prepare ourselves for abundance.
Now, some may think that aligning oneself with abundance is the same thing as preparing oneself for abundance. However, that’s not necessarily the case any more than aligning your car with a
superhighway without making sure that it’s prepared for the increased speeds of a superhighway.The reason I ask this question is because I caught myself being
inundated with a multitude of good looking offers and while looking around my work space, I realized that I was not quite prepared to properly process the abundance of incoming offers.(Of course, I can and will remedy this!
)
So, are you prepared for the abundance you’ve been seeking?
–
Thanks,
Vincent Wright
www.VincentWright.com
www.TeachUsAbout.com
www.MyLinkedinPowerForum.com
www.MyLinkedinPowerForum.org
www.MyLinkedinPowerForum.net
Here was my response:
Vicent,
This is a great observation. One which I share with my students in the Business Development Intensive.
In terms of Network Development and Resource Development, our current networks and resources are arranged and "trained" to deliver us exactly what we have.
To manage a breakthrough into abundance – meaning actually being able to hold it – on must consciously arrange our networks and resources to hold abundance.
Think about this – the wealthiest people I know work less than I do, physically "do" less than I do, and out produce me dramatically. Why?
Because they have teams of people who help them produce their results. They have structured their resources differently than I have, and they don’t rely on their own "knowledge" to get them through. In fact, the opposite is true. They go to their networks to find what they need.
Think Ford.
I posit that a breakthrough into abundance has more to do with your relationship to the resources and people in your network than it does with anything else.
Of course – brilliance helps.
And you, my friend, have plenty of that.
Thanks for all you do.
Raymond "Chip" Lambert
Deep Business Development
Share this post :
