Your Fans Have A Story

Fans always have a story to tell. What do your fans have to say about you?

I am a fan of the Green Bay Packers. A big fan. And as any big fan, I have a reason why I cheer for this football team – sometimes with an over the top, unbreakable passion. My reason, or my story, is that I was raised in part by a grandmother that loved two things very much in this world. The first was her first born grandchild – who fortunately was me. The second was the Green Bay Packers. My first memory was sitting on her lap watching the Packers. She wanted me to be a good fan so she would school me on the rules, players, positions, and calls the referees were making. At half time of every game we watched together she would give me a “pop quiz” asking me to break down the offense and the defense from the first half of the game. And I thought all of that was normal. 

But there was no place I would rather be than with my grandmother and if she wanted me to know the game of football and learn to love the Green Bay Packers (who actually were notorious losers in those days) that’s exactly what I would do. And I did. And I still do.

PART 2: CRAFT Your Repeatable Story

Have a repeatable story that your clients who will refer to you can share.

1. Your Story

What is the story that your clients tell about you? I bet it is NOT about how you helped them turn one dollar into a million. It is about the meaningful things you did for their family, the way you kept them on track, helped them retire, buy a second home, or fund their grandchildren’s college educations. The planning you did, the way you cared, and how you got them to take action – those lead to the stories they tell. 

2. Give Them A Story To Share

Now more than ever, make sure you and your team are sharing insights into who you are as people. This helps your clients – and prospects – feel differently about you. And the more we feel, the more we talk!

3. Your Bio

Consider making your bios more personal – talk about what you like to do when you are not at work and even talk about your pets. People will remember these facts more than the certifications and awards you won. Consider recording a video bio to tell your own story in your own words. 

4. Tell Your Why

Tell your personal “why I am in this business” story. Let people really get to know you. Prove them wrong that you are not in this business to sell people products and services that maybe they don’t want or need. YOU are in this business for a deeper reason that keeps you working hard for your clients. What is your purpose? Share it! 

Join us next week for another secret to unsolicited referral success. 

Maribeth Kuzmeski, PhD, President of Red Zone Marketing, is a marketing strategist, advisor to financial services companies, bestselling author of nine books, and a professional speaker rated as a Top 25 C-Suite Speaker as seen in Meetings & Conventions Magazine. She speaks on topics including marketing, branding, sales, and customer service.

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