got an article that came out in CRM
magazine or I had an article come out in
Frontline Management magazine, she
then uses that to say, “Hey I was thinking
about you, I know you’re considering
Bob.” The reality is if you become the
expert, then the question is whether they
can afford you and whether you have
the right topic for what they need
because they don’t question the expertise. So that’s been a positive.
Weisman: I tend to have a very personal
relationship with a lot of my clients and I
know them well. I remember things. I
send them books. I just ordered three
books on a topic for three different
clients. I’ve marked chapters for them. I
remember birthdays and weddings.
Heck, I’ve been in clients’ weddings!
Creamer: Any marketing mistakes we
should avoid?
Weisman: Do not print 5,000 stacks of 52
cards with the wrong phone number. That
would be a good thing not to do.
Huff: The biggest mistake that you could
make as a speaker is not to market yourself. When I left the financial services
industry as a senior VP and already had
extensive speaking engagements, before I left, I really thought people were
going to beat a path to my door because I was good. It just didn’t happen.
There are so many people in NSA who do
not like marketing. If you don’t want to
market, you can’t make it in this business.
Weisman: A final note—join a mastermind
group. It’s been terrific for my business.
