This is a piece of advice as old as the hills.
It belongs right up there with a few of my other favorite pieces of advice:
- With men on base, go to right.
- Weight on the downhill ski.
- Don’t spit into the wind.
- Don’t point your finger at a woman. (Any finger)
- Don’t cancel a golf date based on your weatherman’s evening report.
Back to fishing.
Practitioners tell me that finding new clients is becoming harder and harder. (The fish just ain’t biting.) Maybe … just maybe it’s because you are working a dried-up hole. Maybe it’s because the fish just aren’t hanging out where they used to. Maybe the “fish” have headed for greener (different) pastures.
Here is an idea… a reminder… a suggestion. Start fishing where the fish are.
Let’s assume that you are like a lot of agents today who are growing tired of nickel-diming their way through life and want to work with the upscale group. (Just an example.)
Begin spotting where the fish hang out.
In this morning’s paper, I spotted an advertisement titled Art Smart Lunch & Learn. It was a series of scheduled events for women at the West Palm Beach Kravis Center. One blurb advertised an interview with Arlene Dahl, the other a lecture titled Elizabeth Taylor: The Portrait of a Lady. Two independent programs.
Entry fee: $75.00 each
Well, if I were a gambling man, I would bet that a few upscale women might be in the audience here. Just a guess. Unlike a seat at the Local upscale Golf & Tennis Club, it appears that you can buy your way into this series of lectures.
Once inside, you have to rely on your own personality, interest and conversation-starting ability to land that “fish.” But, at least you will be casting your line in the right direction.
I can actually feel the cackles on some reader’s necks bristle. (Do cackles bristle?) I am not calling your beloved prospects “fish.” It is an analogy people. Lighten up.
I just want you to get the message that…
- Perhaps you are not looking in logical places to prospect.
- You are not spending your marketing dollars wisely.
- You are not “hanging” enough with your peeps
- You are looking for love in all the wrong places.
Mike Marchev is a down-to-earth motivating sales trainer, author and business coach who specializes in the travel industry. Mike’s column is made possible by AmaWaterways.
