Is a Potential Client Standing Right in Front of You?

I had an interesting conversation the other day with a friend who is helping his parents through the process of moving from their home of many years to a retirement community. As you might imagine, there are a lot of details to be handled.

It has also turned out to be a good time to review related matters to make sure that documents are in order and wishes will be carried out. John has met several times with his parents’ attorney, their real estate broker and their financial planner.

Here is what is so interesting…

While talking with the broker who is handling the sale of his parents’ home, they got into a discussion related to the rental properties his parents also own. John is quite knowledgeable and interested in this area, though he hasn’t yet purchased any rental properties of his own. The real estate agent never once asked him about his interest in perhaps acquiring properties of his own for rental purposes.

John’s conversation with the attorney was quite detailed, as he will be the executor of their estate, yet the attorney didn’t even casually ask if he had a will of his own in place.

Same scenario with the financial planner. Though they have had several conversations about investment strategies, the question never came up about his own portfolio.

Now, it could be that these professionals each assumed that because John was so knowledgeable, he surely already had people with whom he worked in these areas.

Maybe. Maybe not.

As Wayne Gretzky said, “You miss 100% of the shots you don’t take.” Sure, John may have someone that he is working with – but maybe he has outgrown that relationship; maybe you have more innovative opportunities; maybe…

Maybe you should ask.

Don’t miss an opportunity that’s staring you in the face. When the topic is already on the table and the conversation is already taking place, speak up!

Your next client could be standing right in front of you.