RPF0436-Lessons_from_Financial_Advice-1-Go_Find_the_Business
00:00:00.000 | Welcome to Radical Personal Finance, the show dedicated to providing you with the knowledge,
00:00:05.160 | skills, insight, and encouragement you need to live a rich and meaningful life now while
00:00:09.800 | building a plan for financial freedom in 10 years or less.
00:00:12.840 | My name is Joshua Sheets and I'm your host.
00:00:14.640 | Today I'm going to kick off a series called The Most Valuable Lessons I Learned as a Financial
00:00:20.600 | Advisor.
00:00:21.720 | Some of these lessons will be the lessons that I learned from the business.
00:00:26.400 | Some of the lessons will be the lessons that I learned about personal finance from my clients.
00:00:32.880 | But today we kick it off with the number one lesson, which is this.
00:00:36.760 | There's always business available, but you've got to get up and go get it.
00:00:42.000 | Now to put that into context, let me share with you how I got into the financial services
00:00:46.600 | industry.
00:00:47.800 | In summer of 2008, I was laid off from a job where I had been working in the marketing
00:00:54.160 | industry for a small company, but I had been working as a mid-level analyst in that company.
00:01:01.080 | They eliminated my job position and laid me off.
00:01:05.680 | After I was laid off, I wasn't exactly sure what I wanted to do.
00:01:08.320 | I had desired to leave the company.
00:01:11.060 | They laid me off in June or July.
00:01:13.160 | I had been planning to leave in January, but I didn't know exactly what I wanted to do.
00:01:18.760 | I did, however, have some attributes sketched out of what I wanted in a job.
00:01:24.720 | I just wasn't sure exactly how to get there.
00:01:30.000 | I wanted a number of different things.
00:01:31.320 | I wanted to be paid for performance, not for time.
00:01:33.840 | I wanted to have revenue that would be built up over time.
00:01:36.840 | I wanted to be geographically independent.
00:01:39.040 | I wanted to build something that would last and that would really grow.
00:01:42.760 | I didn't want to just go and work in a corporation.
00:01:46.920 | After I left the company, I was having lunch with one of my former bosses.
00:01:51.280 | He suggested to me that I consider going into the financial services business.
00:01:55.880 | I had never thought about financial services prior to that time, but on his suggestion,
00:02:01.360 | I started interviewing in the industry.
00:02:04.080 | I interviewed around a few different companies.
00:02:06.080 | I wound up signing a contract to join a company that is a large traditional life insurance
00:02:12.320 | company cum financial services company.
00:02:16.140 | In this company, I decided that I would have the opportunity to learn and I could build
00:02:21.480 | a business without having to come up with a product.
00:02:24.800 | I knew that I wanted to own a business, but I didn't have any great product ideas.
00:02:28.240 | At the time, I didn't understand the value of just adopting a business model that's already
00:02:33.560 | proven, purchasing a franchise model, so to speak.
00:02:36.480 | I understand that greatly now.
00:02:38.760 | At that time, I didn't know.
00:02:39.760 | So, I said, "Well, if I start a financial services industry business, then I can build
00:02:45.040 | the business, but I don't have to manage the product."
00:02:48.360 | That seemed very attractive and appealing to me.
00:02:50.840 | So, in fall of 2008, I began my practice with no experience and just the tiniest bit of
00:02:58.920 | knowledge.
00:02:59.920 | I'd been a long-time personal finance buff, so of course I had some ideas that I thought
00:03:04.640 | would help everybody in the world, but I didn't know anything about the technical side of
00:03:09.360 | financial services.
00:03:10.360 | So, the first step that was taken was to start with an insurance licensing course.
00:03:16.760 | In the company that I joined, their approach and their recommendation for new company representatives
00:03:23.120 | was to start with an insurance focus.
00:03:26.600 | I felt like that was a really good idea.
00:03:28.760 | I still think I still recommend that to other people.
00:03:31.120 | It makes a lot of sense to me.
00:03:32.720 | Here, I'm differentiating between having an insurance-focused practice versus an investments-focused
00:03:38.800 | practice.
00:03:39.800 | The idea is this.
00:03:41.000 | In a very short period of time, I could teach anybody enough about insurance where they
00:03:45.680 | could be very useful.
00:03:47.640 | Give me a day-long seminar and I could give you enough knowledge on life insurance that
00:03:52.080 | you could go out and help people choose an appropriate amount of life insurance for their
00:03:56.360 | family.
00:03:57.360 | There are companies that do this all day long, a few hours of training, and they send newly
00:04:00.900 | minted life insurance agents out into the field.
00:04:04.040 | I think they help a lot of people by doing that.
00:04:06.560 | So there's a shorter learning curve for basic insurance planning for new financial services
00:04:13.040 | representatives than there is in investments.
00:04:15.600 | With investments, it's such a wild and worldly frontier out there that all the time you're
00:04:23.640 | coming across something new you've never heard of and trying to answer a question.
00:04:27.960 | It takes a little bit more time and more instruction.
00:04:30.400 | The first step was to take what's called in my state a 40-hour class.
00:04:34.200 | Most states have similar requirements.
00:04:35.600 | In my state, Florida, to get an insurance license, you sit for 40 hours of classroom
00:04:40.160 | instruction, and then you sit for the 215 state insurance licensing exam.
00:04:46.160 | Upon successful completion of the exam, you're now licensed to sell life insurance, health
00:04:50.480 | insurance, disability insurance, and annuities.
00:04:54.840 | After that, I went to company training.
00:04:56.980 | Each company does training a little bit differently, but the company that I joined focused right
00:05:00.760 | up front.
00:05:01.760 | It was a three-week training program.
00:05:03.960 | Most of the first three weeks of training was, I would say about 70% of it was focused
00:05:08.640 | on the business model, how to actually run the business in terms of daily activity, and
00:05:14.240 | how the marketing model works.
00:05:15.880 | About 30% is based upon actual specifically detailed technical instruction.
00:05:24.040 | It's really hard in the financial services business to do technical instruction in a
00:05:27.880 | classroom format.
00:05:29.400 | It's a format that's better suited to reading and to working with somebody who's more knowledgeable
00:05:35.280 | than classroom-focused format.
00:05:37.880 | The first week, however, we started off with understanding the business, understanding
00:05:42.480 | the business model, and then we had to put pedal to the metal and actually figure out
00:05:47.840 | how to bring in customers.
00:05:49.400 | Now, to describe the prospecting model in financial services, there are various prospecting
00:05:56.200 | models.
00:05:57.200 | Every business has a prospecting model.
00:05:59.560 | Where do your customers come from?
00:06:03.120 | For some people, the prospecting model is a sign hung above the door.
00:06:06.760 | For others, it's television ads.
00:06:10.280 | For others, it's internet traffic.
00:06:12.000 | For others, it's personal referrals, et cetera.
00:06:14.600 | Every business has to figure out how do they attract an interested, prospective customer
00:06:20.560 | to them.
00:06:22.040 | That's the first basis.
00:06:23.040 | Well, I was taught a prospecting model that's called referred lead prospecting.
00:06:30.200 | Essentially, the way that referred lead prospecting works is this.
00:06:35.320 | The business person here, the financial services rep, asks people for introductions to other
00:06:41.460 | people who might be interested in their particular service and then asks for permission to reach
00:06:47.980 | out to those people to see if they'd be interested in setting up a meeting with them.
00:06:52.780 | It's a time-tested, proven business model that very few people like.
00:06:59.320 | Many people want to do what I call marketing, which is to set out all kinds of information
00:07:04.240 | and let the prospect and the prospective customers find them organically without having to face
00:07:08.920 | the risk of rejection.
00:07:10.900 | Can marketing work?
00:07:12.420 | I think it can.
00:07:14.520 | It's very difficult, however.
00:07:15.580 | It's very difficult to do effective marketing.
00:07:18.740 | But with referred lead prospecting, the business person can be in charge.
00:07:25.460 | They can be in charge of the process.
00:07:27.980 | So the first week of training, Monday through Thursday, we had classroom instruction.
00:07:30.960 | We learned all about referred lead prospecting.
00:07:33.100 | We were given sample sales language to memorize, to use.
00:07:38.300 | And then Thursday afternoon, we were given our marching orders for what was going to
00:07:43.280 | happen on Friday.
00:07:47.100 | Before I continue the story, just a moment to tell you what happened on Friday.
00:07:50.220 | Sponsor of today's show is Paladin Registry.
00:07:53.300 | I'm no longer a financial advisor.
00:07:55.340 | I know I've surrendered all of my licenses even though I took the insurance exams and
00:07:59.660 | all of that stuff.
00:08:00.660 | I'm no longer a financial advisor.
00:08:01.660 | I don't sell any financial products of any kind, unfortunately, because I would be making
00:08:06.560 | a ton of commissions right now.
00:08:09.180 | But I do have a way to introduce you to prospective financial advisors if you're looking for them.
00:08:15.560 | One great way to do that is to use a registry service and the best registry service that
00:08:19.220 | I know of is a company called Paladin Registry.
00:08:22.980 | A registry service basically is a way of bringing screening criteria to somebody who calls themselves
00:08:28.980 | a financial advisor.
00:08:31.140 | As you heard from my story, it's relatively easy to get an insurance license.
00:08:35.540 | It's also not quite as easy but still pretty easy to get an investments license.
00:08:40.500 | So with these two licenses in hand, you can go and set up a business.
00:08:43.660 | It's not that hard to get in the business but it's a little bit harder to be good.
00:08:48.720 | So if you're going to hire somebody to help you with your money, how do you make sure
00:08:52.280 | that they're good?
00:08:55.760 | This comes down to the screening system put in place.
00:08:57.920 | Either the company is responsible for that screening system or there's some sort of registry
00:09:02.760 | system.
00:09:04.060 | If you are looking for a financial advisor, choose from a pool of qualified candidates.
00:09:09.560 | Go to RadicalPersonalFinance.com/Paladin, that's spelled P-A-L-A-D-I-N, RadicalPersonalFinance.com/Paladin
00:09:18.440 | or there's a link right on your phone or in the show notes for today's show at the blog
00:09:22.720 | at RadicalPersonalFinance.com.
00:09:24.700 | That link, RadicalPersonalFinance.com/Paladin will forward you through to a landing page.
00:09:30.840 | That's a capture page where you'll put in your name, your email address, your phone
00:09:34.840 | number, how much money you have, where you live, etc.
00:09:39.280 | The Paladin registry will take that information and they'll match you up with a few different
00:09:43.560 | advisors in your local area to be able to help you to interview them.
00:09:48.320 | I can't guarantee they're going to be perfect for you.
00:09:50.760 | I don't know if they're going to be a personality conflict or not, but I can guarantee that
00:09:55.160 | you're starting on a better foundation than just talking to whoever random person calls
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00:10:05.160 | RadicalPersonalFinance.com/Paladin.
00:10:07.040 | Back to the story.
00:10:08.040 | So, Thursday afternoon, the process has been explained to us and the instructions have
00:10:13.160 | been explained to us.
00:10:14.640 | And essentially, the first step is we were to assemble a list of our family and friends,
00:10:21.960 | people who would know us, and go out and schedule appointments to meet with these people on
00:10:26.440 | Friday to ask them for introductions to other people who might be interested in meeting
00:10:32.400 | us.
00:10:33.400 | Now, if your skin is crawling because this is the way that things you've had to do with
00:10:37.880 | network marketing companies or things that you may have joined or done in the past, it
00:10:42.360 | should be because that's exactly the way that it is.
00:10:45.240 | It's a little bit uncomfortable for most of us, and it was certainly uncomfortable for
00:10:48.480 | me.
00:10:49.480 | I think it was a little bit uncomfortable for me to ask, and it's uncomfortable for many
00:10:53.980 | people to make introductions because you're leveraging here your social capital.
00:10:59.200 | Now, if you're ever in this situation, you want to make sure that you've built up quite
00:11:03.620 | a bit of social capital.
00:11:04.720 | You want to make sure that your reputation is strong, that people know that you're a
00:11:08.120 | trustworthy person because then things will go a little bit better.
00:11:12.160 | So all during the week, Monday through Thursday, we had been phoning our family and friends
00:11:16.420 | and scheduling appointments.
00:11:18.400 | And on Thursday afternoon, as we're there in training, hearing the instructions for
00:11:21.400 | Friday, which is when we were to go out on these appointments and get introductions,
00:11:25.400 | get referrals, and the reason I go back and forth between those two words is because they
00:11:29.600 | have a different technical definition.
00:11:31.760 | So let's just use the word referrals as being more commonly used.
00:11:36.800 | We would go out and get referrals.
00:11:39.520 | In that case, somebody swung by the office and they said a challenge to me.
00:11:44.800 | And they said it to the whole classroom, but they said, "You can go out and on one day
00:11:49.960 | you can get referred to 100 people.
00:11:52.840 | Let's see who can come back with 100 people."
00:11:55.400 | I didn't know if that goal was hard or not, but I figured if they said I could get referred
00:11:59.120 | to 100 people, so I took it seriously and I had a busy day full of appointments and
00:12:03.120 | I asked for introductions.
00:12:05.080 | And on the end of Friday, I came back into the training on Monday morning and I had over
00:12:10.360 | 100 referrals on my list.
00:12:13.560 | A name of somebody who somebody thought, "Hey, this person might enjoy meeting Joshua," on
00:12:19.040 | a phone number that I could reach out to them and say, "Hey, I was introduced to you."
00:12:23.120 | Started with my parents, moved on from there, siblings, friends, reached out to all my personal
00:12:28.120 | friends, and I relied on their knowledge of me as a person for their confidence to make
00:12:36.440 | that introduction.
00:12:38.440 | When I came back in on Monday morning, I was shocked to find that most people only had
00:12:42.160 | a handful of introductions.
00:12:45.840 | There were a few other people that had in the high, I think I had the most.
00:12:50.800 | There were a few other people that had close to 100.
00:12:53.240 | Most of the people had 20 or 30.
00:12:56.680 | I thought, "Huh, doesn't seem that hard to me just going out and ask people."
00:13:01.240 | But I quickly realized that I had started the ball rolling on a system.
00:13:05.880 | I had made lots of phone calls, set up lots of appointments, and then I had gotten lots
00:13:10.280 | of referrals.
00:13:12.680 | Well, then the training task for week two was to call those people and schedule appointments,
00:13:20.160 | which were to occur on the following Thursday and Friday.
00:13:24.240 | We would go out with experienced reps from the company.
00:13:26.680 | They would do all of the actual work, and our job was just to set the appointment.
00:13:30.840 | That's when I started learning.
00:13:33.240 | I made my first sale.
00:13:34.880 | I think it was the fourth week I was in the business.
00:13:37.560 | The first three weeks in training and the first sale was the first week out.
00:13:41.960 | Our business model was not what they call a one-call close, the old life insurance model
00:13:47.800 | where you sell the policy right there when you're there.
00:13:50.800 | That was not our business model at all.
00:13:53.440 | The lesson that I learned that first day of training, however, went with me throughout
00:13:59.920 | my time in the financial services business.
00:14:04.040 | It was a lesson that I repeated many, many times.
00:14:06.820 | There were many times where when I needed new clients, I had used and gone through all
00:14:11.960 | of my prospective referrals, made phone calls.
00:14:14.040 | Some people said yes.
00:14:15.040 | Lots of people said no.
00:14:16.720 | Whenever I needed clients, I could pick up the phone and go out and call people.
00:14:23.800 | What I learned from the model is that I could control the results by controlling the input.
00:14:32.040 | See, the industry statistics were that if I would do what I did, which was go and meet
00:14:39.640 | with people, ask them to be introduced to their friends, we would describe the type
00:14:43.680 | of person that we wanted to meet with in early years.
00:14:46.760 | It was, "Do they have a pulse?
00:14:48.440 | If they do, I'll go talk to them."
00:14:50.440 | As I grew in my expertise and my knowledge, you become much more selective to try to work
00:14:54.520 | with whatever type of client that you want to work with.
00:14:58.400 | But as I grew in that and I gained more, I started to experience the same numbers as
00:15:04.760 | the industry would experience.
00:15:06.040 | So essentially, the numbers would work like this.
00:15:08.400 | For every thousand people that I was introduced to, I would call those thousand people.
00:15:15.000 | I would use a very simple phone script, which basically went something like this, "Joe,
00:15:20.400 | my name is Joshua.
00:15:21.400 | I'm friends with your buddy, Tom.
00:15:24.000 | Tom said you're a good guy.
00:15:25.160 | I work in the life insurance and investments business.
00:15:29.560 | Would you have any interest in meeting with me?"
00:15:31.200 | There's a little bit more than that.
00:15:32.360 | Tom didn't say he needed anything, because of course not.
00:15:34.480 | "Would you have any interest in meeting with me?
00:15:36.680 | Share with you the areas I work in and be a contact for you."
00:15:39.080 | That's basically the phoning language.
00:15:41.520 | Of the thousand people that I would call, 500 people would say yes, 500 people would
00:15:45.240 | say no.
00:15:47.720 | So half of them would say yes and half of them would say no.
00:15:50.360 | When I'd go out and meet with those 500 people that said yes, when I was there, most of them,
00:15:59.640 | about 400 of them, three to 400 of them, would share with me information about their financial
00:16:04.960 | lives, their financial goals and dreams.
00:16:06.520 | I'd filter that through.
00:16:09.560 | About 300 of them would have some kind of active need.
00:16:12.800 | We'd call that in the business having an open case.
00:16:15.920 | They needed something.
00:16:17.280 | They were interested in seeing numbers for something.
00:16:19.560 | How much does life insurance cost?
00:16:21.000 | Can I get disability insurance?
00:16:23.180 | My dad and mom are getting older.
00:16:24.860 | Maybe I should buy long-term care insurance.
00:16:26.920 | We're going to be shopping our health insurance around next year, blah, blah, blah.
00:16:30.120 | Those are called an open case.
00:16:31.120 | About 300 of them would open up a case.
00:16:33.440 | Then of those 300, in the first year after the open case appointment, 60 of them would
00:16:38.800 | buy.
00:16:39.800 | They would buy an insurance policy.
00:16:42.920 | In the second year, between months 12 and 24 after first meeting of them, 30 of them
00:16:47.640 | would buy.
00:16:48.840 | In the third year, between months 24 and 36 after originally meeting me, 10 of them would
00:16:54.480 | buy.
00:16:56.400 | So as you build the business, you put the people in up front.
00:16:59.040 | You go out and meet with them.
00:17:00.040 | You talk to them about their needs, et cetera.
00:17:01.680 | Out of 1,000 introductions, you wind up with 100 clients over a three-year period of time.
00:17:11.600 | It was consistent and proven that those numbers would work.
00:17:18.040 | Of course, I didn't know who was going to be the big case, who was going to be the little
00:17:22.760 | case, where was it going to come from, but it was consistent and proven that if I did
00:17:27.000 | the up front activity, I could get the back end results.
00:17:33.760 | That lesson went deep into me.
00:17:39.160 | To this day, it's probably one of the most valuable lessons that I learned from my work
00:17:42.760 | as a financial advisor because it trained me and it changed me.
00:17:47.280 | It was brutally hard for me to do that work.
00:17:53.040 | I was insecure.
00:17:54.040 | When I started, I was 23 years old.
00:17:56.560 | I knew my own ignorance.
00:17:59.280 | I knew that I wasn't the most experienced person.
00:18:02.480 | I had all these personal shortcomings and it was hard, but I learned that if I put in
00:18:10.960 | the work up front and just worked it through the process, worked it through the system,
00:18:16.920 | on the back end, I could get the business out.
00:18:20.480 | What I loved about that was it put me in control.
00:18:26.400 | It changed the way that I saw the world.
00:18:28.480 | I got to the place where I said, "I see how the world works."
00:18:33.880 | The world is not very useful.
00:18:38.080 | The benefits and the rewards do not come to the person who sits and waits for them to
00:18:43.560 | come.
00:18:45.080 | The benefits and the rewards come to the person who goes out and gets them.
00:18:51.080 | The guy who sits on his front porch with his rifle ready rarely has a deer pass by.
00:18:55.920 | It's the guy who goes out and looks for the deer that usually finds them.
00:19:01.840 | I could make up more metaphors and analogies, but I hope you get the point that it's not
00:19:07.240 | what comes to you.
00:19:10.040 | It's what you go get.
00:19:12.840 | To this day, my experiences of starting my business that way have given me the confidence
00:19:19.800 | that no matter the business, no matter the industry, I could walk into it and I could
00:19:27.440 | figure out a way to go and find the customers.
00:19:31.800 | Wouldn't promise to be easy, wouldn't necessarily promise to be simple, but it's doable.
00:19:38.860 | It's possible.
00:19:40.320 | Not every business works well in that business model that I described to you.
00:19:45.400 | Of course not.
00:19:47.520 | But you'd be surprised how that focus on what can I do, what bushes can I go out and shake
00:19:54.600 | to see what birds will fly up, you'd be surprised how that changes your approach.
00:20:01.080 | Another sales story deeply affected me.
00:20:04.520 | When I was in that place, I used to read every sales book and every sales trainer that I
00:20:08.280 | could find.
00:20:09.280 | I came across the story of Joe Girard, who bills himself appropriately as the Guinness
00:20:15.760 | Book of World Records holder of the world's greatest salesman.
00:20:20.640 | He was the final recipient of that award before they retired the category.
00:20:24.640 | Joe Girard got his start selling cars, Chevrolet dealership, I think in Detroit, Michigan.
00:20:30.920 | His family was starving.
00:20:32.160 | He was out of work.
00:20:33.160 | He was out of options.
00:20:35.960 | He went into a Chevrolet dealership and he begged for a job.
00:20:41.080 | The general manager of the Chevrolet dealership would not give him a job.
00:20:45.400 | He said, "Listen, I've got to have a job.
00:20:47.560 | Can you please just let me work here if I promise not to take any walk-ins off of the
00:20:52.880 | floor?"
00:20:54.440 | The guy said, "Yes."
00:20:56.560 | Joe Girard started his work, he started his job as a car salesperson, selling cars in
00:21:04.200 | the white pages, yellow pages, white pages, calling people in the phone book to see if
00:21:07.800 | they wanted to buy a car.
00:21:09.320 | That was how he started.
00:21:11.520 | He had a very fortuitous event that his first night working, he was getting ready to leave
00:21:16.160 | the office.
00:21:17.160 | Nobody had wanted to talk to him.
00:21:18.520 | Nobody wanted a car and all the people that he was calling out of the yellow pages.
00:21:22.320 | As he walked out the door, somebody was walking in and he had promised not to take any cars
00:21:26.360 | on the showroom floor, but he's looking all around and there's nobody to serve the customer.
00:21:30.440 | He goes over and serves the customer and sells the guy a car.
00:21:32.640 | That was his first commission check.
00:21:35.680 | He started by going and figuring out and saying, "I can at least cold call to sell cars."
00:21:43.280 | Cold calling is not the most efficient form of marketing, neither in the car business
00:21:48.800 | nor in the financial services business, but it's at least doing something.
00:21:57.360 | Since I've learned that lesson and deeply appreciated the impact in my own life, I look
00:22:04.760 | around and I often find myself scratching my head to understand why other people haven't
00:22:10.560 | learned the lesson.
00:22:13.600 | I want to talk to you for just a moment about you.
00:22:18.160 | Are you doing the upfront hard work necessary in order to build success in your career,
00:22:27.280 | in your job or in your field of area of focus?
00:22:31.920 | Are you picking up the phone and making phone calls?
00:22:37.800 | Are you going out and seeing people?
00:22:42.400 | Are you doing the things you know you need to do with a high frequency and a high intensity?
00:22:54.120 | Nothing happens until you start working.
00:22:58.940 | If you want opportunity, you've got to get out and go find it.
00:23:04.640 | Opportunity comes knocking sometimes, but if it comes knocking, it's usually the person
00:23:09.720 | who's working really hard who's going to recognize it.
00:23:15.760 | If you don't see any opportunity, it's time to go out and start looking for it.
00:23:20.720 | In your business, in your job, there are tremendous opportunities available to you.
00:23:28.220 | But if you sit at home and do nothing, your phone doesn't ring, your email inbox doesn't
00:23:35.640 | fill up.
00:23:38.000 | Exposure creates opportunity and you have the opportunity to start that process.
00:23:44.960 | Figure out what diligent action would look like for you in your situation.
00:23:50.320 | If you're looking for a job, don't just wait and see what comes along.
00:23:57.160 | Make phone calls.
00:24:00.120 | Simplest thing to do, call people and tell them, "I'm looking for a job."
00:24:07.480 | I don't understand why more people don't do this, but if you lose a job or if you need
00:24:12.340 | a job, probably the very first thing you should do is pull out your phone, set aside a day
00:24:18.500 | and systematically call every single person in your phone address book and say, "I'm
00:24:24.040 | looking for a job.
00:24:25.320 | Here are my skills.
00:24:26.320 | Here are the types of areas that I work in.
00:24:28.080 | Do you have any recommendations or do you know anybody who's in that field of work?"
00:24:33.820 | You should do the same thing with your Facebook contacts, with your Twitter contacts, with
00:24:37.800 | your LinkedIn contacts.
00:24:39.560 | You should make phone calls to those people and start the ball rolling because if you
00:24:43.320 | can get a thousand people working for you, spreading your good name all around the town
00:24:48.920 | that you live in, you're going to have a much easier time getting a job than if you sit
00:24:53.080 | at home and browse job boards.
00:24:56.560 | That's the power of the financial services business.
00:24:59.200 | Once you have established yourself as a useful, valuable, honest provider of service, you'll
00:25:10.080 | have more business than you know what to do with.
00:25:12.240 | But it takes time to get that going.
00:25:14.960 | You got to put the time and effort in up front.
00:25:19.080 | In your business, you can't sit back and wait for people to find you.
00:25:26.120 | In your job, you can't sit back and wait for people to find you.
00:25:30.040 | In your website, you can't sit back and wait for people to find you.
00:25:37.560 | In marketing your podcast, you can't sit back and wait for people to find you.
00:25:42.960 | You've got to get out and introduce them to yourself.
00:25:48.440 | It's not who you know.
00:25:51.140 | It's who knows you.
00:25:52.760 | And it's your job to get out and make sure that the right people know you, know what
00:25:58.720 | you do, and know what you're looking for.
00:26:04.400 | Don't sit back and wait for the business to show up.
00:26:07.400 | Pick up the phone, pick up the keyboard, get out and go find it.
00:26:13.640 | This show is part of the Radical Life Media network of podcasts and resources.
00:26:19.260 | Find out more at RadicalLifeMedia.com.
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