At a conference I attended, one of the presenters shared an initiative he had just started. I could tell how important its success was to him. After his presentation, I walked up to him and asked him to tell me why this initiative was so important to him. The conversation that ensued from that question lasted more than a month over the course of three coffee dates. My genuine interest in what matters to him, and his appreciation for the space I created for him to express his passion without reserve made it really easy to connect and stay connected. This gentleman is now one of my executive coaching clients and one of my best friends.

During a coffee appointment with Danny Nungesser, a past member of the Newnan team, I was discussing my story and how I help folks struggling with their finances.  Several months passed, and I received a call from a couple concerned about their son and his dealings with his money.  They mentioned that they had been in to talk with Danny looking for help and he referred them to me.  After a conversation with the parents, I contacted their son and took him on as a client. After working with him for three months, I got him back on track with his finances and empowered him to continue making better financial choices.

I met a woman at a networking event and we continued to build a great friendship through coffees, lunches, and networking.  She and her husband were both teachers.  Months after we had initially met, we were at a networking meeting and I spoke about a standard clause in most life insurance policies - a war and terror clause - which means if the insured dies as a result of an act of war or terror, they are not covered.  Primerica does NOT have a war and terror clause.  In light of all the school shootings, this really alarmed her.  She went home and checked their policy and discovered their policy did have a war and terror clause.  She immediately contacted me and I was able to get them higher coverage at a lower premium and no war and terror clause.  She has since sent me many referrals and continues to do so.  And, best of all, she has become one of my best friends.

I am a talker; I love talking and this is gained me many a customer. I recently read a book call Say What You Mean by Oren Jay Sofer which helped me talk less and listen more, think about what I want you say and say more meaningful things. This has worked wonders what me in the gaining new clients and Wendy Kinney said one of the best things that helped me so much, "Never give your business card to someone who doesn't ask for it". The mechanic I have been going to for years just signed up with me because she said I had convinced her of my credibility.

"Oooh... I love your hair!" is an simple conversation for me to initiate with just about anyone except my target clients - becasue we guys don't normally compliment another's haircut unless it is unique (or an epic beard, but that's another story). However, I also know that it is an opportunity to talk with someone without having the "how do I get them into my chair" narrative going in the back of my head.

Maria is from Columbia with very straight long hair - which isn't the norm for Latina hair. So it was most likely that someone made that hair happen... and they did a good job. I know the questions to get someone talking about their hair, and if they love who did it, then they will tell me and I can often work an introduction into the conversation.

Maria introduced me to her stylist, Alice. Alice is very good at what she does, and she does not like to cut men's hair, and now she sends the husbands my way.

I have initiated lots of conversations with people in the last few months. I recently initiated a conversation with Sandy Schoepke on the North Point team. Had I not taken this step, I would never have discovered that not only does Sandy work in the field of precious metals as an investment strategy, which is fascinating on its own, but she also is a licensed professional counselor, which is a gate opener classification for me, and I’m a gate opener classification for her, too. During our coffee, we talked about best clients and how we like to get referrals, and I’m meeting with a referral from her next week.