Prospecting for Prosperity

Read this article to find out how to ask for treasured introductions in a way that lifts your spirit.

By Stephen Kagawa

Wouldn’t it be great to begin each day completely booked with ideal prospects—the type of people you enjoy working with most of all? Learning how to do so changed my entire life for the better.

When I started, I was convinced that it was all about getting 10 prospects with the hope that three of them might give me a chance to visit with them to land that one treasured client. So, I tried everything! Whatever the method I tried, however, I found that most of my success came from great referrals. But I was never excited to ask for them, and though my income was rising, that hadn’t yet risen exponentially either.

Asking For Treasured Introductions

I took pause and recognized that whenever I meet with people I enjoy, it’s always a great day. So, how could I meet with more of those to make all my days more meaningful? More importantly, how could I ask for these treasured introductions in a way that lifted my spirit?

I thought seriously about those clients in my life who I enjoyed being with the most, identified their shared traits, and painted a perfectly vivid picture of my favorite client. In doing so, I identified my ideal prospect.

Whatever the method, I found that most of my success came from great referrals.

I then asked for referrals to that ideal, but not from just anyone or at random times. I asked those who best exemplify the profile of my ideal prospect for introductions to those they know and respect who matched the profile of my ideal prospect. I did this routinely during moments of influential power:

“John, thank you for answering my cry for help. I know that you know what I do and how I do it. Still, I can’t expect you to be introducing me to people who are ripe for an insurance and investment advisor. What I really want is to meet people who care about those who depend on them and plan and execute their plans to meet the goals they find important to them. These are people of integrity who do what they say they’re going to do in exactly the way they say they’re going to do it. You know, people like you. Who do you know and respect who’s like that?”

In that moment, John learns that I respect him, and he likes it. He naturally thinks of those who match the profile I requested among the people he respects. He introduces me to people of real value to him, and because of it, of real value to me.

Fortunately, an ideal moment of influential power to ask for these referrals in this manner always happens after we’ve implemented a client’s plan. The client says: “Thank you.”

And I say:

“You’re welcome. And you need to know how much I enjoy working with people like you—people who care about those who depend upon them, who plan and execute to plan. People of integrity who do what they say they’re going to do in exactly the way they say they’re going to do it. You know, people like you. Who do you know and respect who is of that nature?”

Fascinatingly, the best result comes during the initial meeting with a newly introduced prospect from my appreciative client.

I say to her: “Jane, I’ve been so eager to meet you.” I remind her about how we met: Her friend, my client, John, told me about someone he respects and holds in the highest esteem. I add: “John was referring to you, Jane .”

Using this approach, everyone wins—my client, John, for making my prospect Jane feel special and respected, me, for being introduced to an ideal prospect, Jane, and Jane, by getting me to help her with her plans.

Yes. You can change the dynamic of your practice through this magical way of prospecting and enjoy a life of true prosperity, a life that is not only one of increasing financial wealth, but of increasing spiritual wealth and happiness, too.

Stephen Kagawa is CEO of The Pacific Bridge Companies. He is focused on global financial navigation and helping first-generation communities migrating from Asia to successfully acclimate financially to their new-found American homes. He is a life and qualifying MDRT member with 20 Court of the Table and 18 Top of the Table qualifications, a NAIFA member since 1986 and an IFAPAC 4 Star General.