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Do you stand up in front of an audience often? For several years my business was all about training financial advisors how to gain entry into HNW circles through social involvement in the community. The organizer would introduce me. I think some of them made things up as I went along. I seemed to be far more successful in my previous career than I ever imagined. I want to be that guy! Humility helps.
Everyone hears from speakers who climbed from one achievement to another throughout their career. It can be awe inspiring, but it is also intimidating.
When I was in college, I almost suffered a major setback. The day before graduation (commencement) I retook my statistics final in the hope of getting a “D” instead of an “F”. Years later, I decided to wear that setback as a badge of honor.
When introduced on the podium I would explain “I am not that bright. I graduated college with a solid 2.6 average. I did not know I was going to graduate util the day before commencement when I retook the statistics final…” That usually got laughter from the audience. On feedback sheets, you would see comments like “This is a regular guy. I can identify with him.”
When I was doing interviews for my book, “Captivating the Wealthy Investor” I interviewed a bank president who ate at a luncheonette every day he was in the office and not expected at a meeting. He explained it was a habit he started early in his career. He became a regular customer, for obvious reasons. He explained he picked up plenty of business because he sat on his stool at the counter. He told the story of a guy (after being told he was a bank president) said: “You mean he is the bank president and he eats lunch at the same place as me? He must be a regular guy. I am going to walk over and ask him about a loan for my business.”
A financial planner told the story of how he met pharmaceutical executives by taking the commuter train into the city and starting a conversation with the person in the next seat. The really interesting part is he rode the train back and forth several times in the same day, sitting next to different people and chatting them up. Your reputation or advertising doesn’t precede you. You are just someone starting a conversation during a journey.
I would also tell advisors stories about how I said stupid things to people. There was the time a client thanked me for sharing advice and I said “That’s why you pay me the big bucks.” (I never said that again.) Another time a friend told me about an investment they made that blew up and I laughed out loud, saying “I cannot believe you bought that!” He never became a client. I can’t imagine why! The important message is we can make mistakes, but what we learn from them is important.
Everyone wants to be seen as successful. It can be said successful people like to work with other successful people. Some humility now and then makes you real and approachable. People like that too.
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