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How to invite Strangers to become yourCLIENT?

by Nandish on December 17, 2012

I was in Mumbai a few days back for a conference. In conference, one of the advisor friend asked

me How to have conversation with a stranger?. I had some conversation with him on thattopic and then finally decided to write something on how to invite stranger to have conversationabout finances and post on this blog, thats how this articles took birth.

We are into conversation Business

We as advisors or consultants are into conversation business, and to have conversation you willhave to invite people. The good news is that India is a densely populated country, it is not like

New Zealand or some country which is very thinly populated. I sometimes feel, it is impossible tofail in advisory business in India, because there are so many people to interact with and so manyfinancial lives to be changed, so many families to be served and so many families who need a

good mentor and advisor in their life.

The one thing human beings cannot live without is Talking, and so your only job as an advisor or

financial planner is to invite people to have very deep and strong conversations with you. Youhave a choice Either shy away from people or invite them to sit and have conversation with you.

To write this article I did a little experiment. Let me share it with you all.

Page 1 of 8How to invite Strangers to become your CLIENT?

21/12/2012http://jagoadvisor.com/invite-strangers-to-become-your-client/


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I decided to invite one strangerto have conversation with me. The criteria I had set for that person

was he/she should have no idea about my background or my work and we should not be related inany way. This is what I did.

I had a train booking from Mumbai to Ahmedabad at 2:30 pm and at Borivali station, one person

joined next to my seat. I decided to have a conversation with the person sitting next to me onPersonal Finance, wanted to let things settle down. The guy next to me was in his 30 s and was

holding Business Week magazine in his hands. We exchanged smile with each other and Iallowed him to relax and be in his own world for first 1 hour. Generally I do not interact withfellow travelers but this time I wanted to break my pattern, I wanted to make one stranger as my

client (or at least inspire him to become our client).

I was checking mails and reading Manishs book Jagoinvestor. After a few minutes I asked my co-

passenger if he was interested in reading about personal finance. He said Yes Personalfinance interests me a lot . I handed Jagoinvestor book to him and asked him to read the chapterRelationship with money (The chapter is my personal favorite). After 25 minutes, I asked him

what did he learn from that chapter and our discussion started to pick pace.

Going Deeper with stranger

He started asking more and more and that allowed me to go deeper in his financial world. On his

laptop I openedjagoinvestor blog and helped him with various calculations and continued to addvalue to his financial life. I continued to ask him two words What elseafter every interaction.With the help of words what else, I could intrude in his financial world, I could find out what

exactly will help him as an investor, what kind of financial life he would like to live, what kind ofproducts he would like to invest, what kind of money fears he has in his financial world?.

Our interaction continued for 3-4 hours. Finally he told me I am privileged to have you as a co-

passenger and I would love to be your client. Let me check things in detail on your website. Hegot down at Surat, so our interaction was 3- 4 hours long. He said he will buy Manishsbook

Jagoinvestorand will be a regular reader of jagoinvestor from now on. It was a great experienceinviting a stranger to have one powerful conversation with me. I shared my experience withManish and he asked me to create an article out of it, and share it with all of you about this

experience.

Every stranger can become your client if you will extend your heartfelt invitation to them.

Genuinely be ofservice and help them get what they want. Trust me, your practice will growwhen you will start to invite more and more people to have conversation with you. You mightsucceed or your might fail, but you have to keep doing it. Your only job is to connect and to have

one life changing conversation with every person you meet. Let things unfold on its own.

Assignment of the week

1. Make a list of 10 people you would like to approach?

2. Have conversation with 10 strangers about how you can be of help to them?

3. Share your experience with us

This blog is your space. We are really going to share all that we have learnt (by all we mean all)

over the period of time. We invite you to participate fully and would like to hear what challengesyou are facing in your business. This will help us design articles on jagoadvisor. If you have anypractice building question drop a mail to us on [email protected] [email protected]




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{ 13 comments read them below oradd one }

Vikram December 17, 2012 at 10:20 am

Wow! new approach rather than going with the main stream. Thanks For sharing.

Reply

Nandish December 18, 2012 at 4:46 pm

Thank Vikram. Try it will people and let me know what happened? Whats new in

this is I broke my shyness and spoke to a stranger.

Reply

Basavaraj December 17, 2012 at 10:48 am

Nandish-Your travel experience which you posted few days back in FB motivated me to do the

things which I usually not. Results are fruitful within day or two. Example of this is, I havea neighbor who have HR consultancy for USA jobs. We are neighbor since 8 years but

never thought to spoke with him personally. But on Saturday I have an opportunity to sitnext to him in one of our neighbor wedding. For initial few minutes as usual both weresilent. But suddenly I thought to break the barricade and slowly started the conversation.

Now within two days he became my client. Also referred few of his USA friends. It is reallyworking for me. Thanks for enlightening on this part.

Reply


Awesome Basavaraj. Happy to see how you generated courage within yourself andinitiated conversation. Now serve him fully to the level that he refers you to some

new people. One of the thing I have learnt is never get excited when someonebecomes your client because that is not an end but a new beginning. The future with

that person depends on how well you take care of him and how well you resolve hisfinancial queries.

nandish

Reply

Basavaraj December 18, 2012 at 5:28 pm




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Thanks Nandish for such encouraging words

Reply

nandish December 19, 2012 at 12:02 am

Awesome Basavaraj. Take referrals from people only when they haveexperienced your work fully.

Reply

Basavaraj December 19, 2012 at 10:08 am

Sure Nandish

Reply

Pooja Chaubey December 18, 2012 at 2:32 pm

Good article Nandish. Basically its some kind of IT (internal resistance) we have withinwhich we need to break it and approach strangers and invite for conversation. Good

approach and sounds interesting. But could you share ideas as to how to approach someoneto open a conversation. You bad a jagoinvestor book to start with. But usually could wethrow open ended questions about personal finance. Wouldnt it be like you being too

personal or intruding too fast. Kindly share your thoughts.

Reply


Hi Pooja,

Yes internal resistance stops us from having conversation with strangers. But business

comes into our life only from strangers whom we are able to inspire by having a goodconversation with them. There is no exact formula or steps you should focus on toinitiate a conversation. Instead of focusing on finding starting point why not say hello

to someone and let the conversation unfold on its own.

Let me share something that happened yesterday. I and manish were at lavasa to leadour one day workshop. We had no idea who will be participants and what exactly we

are going to do.The workshop started 2 hours late and when it started we had no ideawhat will we speak or how will we engage people. I and manish kept on finding ways

to serve the participants and at the end of the day each participant was more thanhappy (and so were we). Here we did not wait for how to start, we just started andallowed the conversation to unfold. There is no one way to initiate conversation with

a stranger. Just dont have any agenda in your mind and say hello to someone fromthe bottom of your heart, you will get a response(for sure) and than say each and




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every word for that person. Take a lot of interest and share about your work and how

you help people.

I will help you further in this area only if you will go out and talk to 5 strangers. Takethis as your assignment. Go, have conversation and share what happened on this blog.

nandish

Reply

Pooja Chaubey December 18, 2012 at 9:55 pm

Thanks Nandish. Shall surely do this and share my experience with you. Thanks for pushingme on this. J needed it.

Reply

nandish December 19, 2012 at 12:03 am

Pooja by when you will be doing it and sharing your experience. No deadline meansno commitment in place. That is how I work on myself and with people

Reply

Pooja Chaubey December 19, 2012 at 2:50 am

Nandish currently I am on London and in midst of relocating back to India. Undergoing

medical treatment as well for slme ailments as well. Hence I didnt commit a deadline. OnceI am in India I myself shall give you thr deadline and share my experience.

Reply

Nandish December 19, 2012 at 11:09 am

ok noted pooja. All the best

nandish

Reply

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