The Anti-Elevator Speach Gets Implemented
Last week I was speaking to a group of new investment advisors. They had been using Proven Strategies from Pareto Platform over the previous 90 days. There was an extraordinary level of belief and conviction to implementing our ideas. Of course I wish them all the best in their new career. At the same time, there are always those that will implement and those that will let their limiting beliefs inhibit their performance. With most people, starting a new business, their belief system will most probably determine not just their success or failure in the venture but also their degree of success. Consequently, I leave events wishing the participants all the best and eager to see what the future holds for each of the individuals involved. On my flight home there were some of the attendees on the same flight. I had a stop over in Calgary and while waiting for my plane one of the them approached me to tell me about what had happened on his flight.
“The anti-elevator speech does work” he said.
He explained how through casual conversation the gentleman next to him asked what he did for a living. With reserved enthusiasm he explained who he was now working for, how he was excited about the opportunity and then of course dropped it. We tell people–Don’t chase, don’t pester and annoy, and eventually make yourself very unattractive. Rather, be enthused, state your position, and then if the individual has interest they will have more questions. This is exactly what happened. The new advisor answered the questions and even qualified what he was looking for in a client–very effectively pushing away, creating some scarcity and being patient, polite and sincere. The result was the prospective client insisted that the advisor call him at his earliest convenience, arrange a meeting and establish a relationship.
If the advisor had been aggressive and persistent from the outset, and asked for contact information, at best he would have got a name and number from a reluctant participant who would have avoided him when any further attempts were made for contact. Well, we don’t know what will happen from this encounter. We do know that the advisor has had a taste of success with implementation and should be able to go forth with confidence and security in knowing the tools he has been given work and work well. We also know that if someone in any type of business is open and professional about what they do without being pushy and irritating, they allow people to come to them and request their services.
After telling me his story he turned to me and said, “It is a little embarrassing. I haven’t even got my license yet. I hope it’s in the mail when I get back to the office.” And then with a grin: “I think I am going to like this business.”