Are you searching for the silver bullet for your practice?
My friend Lee, an experienced advisor with about 20 MDRT Top of the Table qualifications said, "I am always looking for that silver bullet." He went on to say that he called on one of his top clients recently just to talk about life and spend some time together. Their visit lasted a couple of hours over lunch and the client said to Lee, "We need to do this again soon."
When I heard that from Lee, I told him, "Lee, that is your silver bullet." In other words, "Lee, you are the silver bullet!"
Lee thought about that for a while. Then he smiled.
I would like you to see things differently after you read this article. My goal here is to give you one tool that will help you be the silver bullet in your practice. This tool will help you see who you really are through the way you express your appreciation toward others.
Before I share this tool with you, I wanted to answer the following question: Where did the term "silver bullet" come from?
We have to look to European folklore to find out. Only silver bullets could kill the legendary werewolf, much like a stake through the heart could kill the evil vampire. In America, this silver bullet metaphor was personified (long before Coors Light adopted the term as a nickname) through the character of the Lone Ranger (beginning on the radio in 1933 and then moving to TV). He always left a silver bullet as a mark that he had victoriously fought against evil.
Your silver bullet is...
The silver bullet that can help you be the change you want to see in the world is: The handwritten note of appreciation. You read that correctly. Handwritten notes could be the most significant addition to your daily routine in 2010.
Notice that I didn't say letters of gratitude; I said letters of appreciation. There is a difference in writing a note to someone to express your gratitude to them, and in telling them what makes them special and why that improves your life. Doug Carter, author of the book "Clients Forever" and my personal coach, taught me how to use handwritten letters of appreciation, and I want to teach you.
If you were to receive a letter of appreciation from me, how would you enjoy it most? What format would you prefer: An e-mail, e-card, typed letter to your place of business or a handwritten letter to your home? It's safe to say the vast majority of people would prefer the handwritten letter of appreciation sent to their home. Your clients would appreciate the same gesture of kindness and personal effort.
Doug Carter said that handwritten notes of appreciation will begin to change the way you perceive the world around you. As your awareness of the positive character traits in other people rises within you, you become increasingly aware of your own positive traits. When you focus on how other people make you feel, you begin to identify how you may make other people feel when they are with you.
Make sure that you include the following three things in all of your letters of appreciation:
1. What you like about the person (bringing out your feelings);
2. What you respect about the person (adding depth); and
3. How they make you feel about yourself when you are with them (mind framing).
Brent Welch, CFP, ChFC, CLU, is founder and managing member of Welshire Capital, LLC. Reach him at www.welshirecapital.com.
