on’t typically tell you clearly “I have this problem and I want you to help me solve it.” They will be indirect, telling a story, or giving an example, or relating a disappointment or frustration. It’s up to you to recognize when these indirect conversations indicate that they are experiencing one of the pains that you alleviate.

Think about conversations you’ve had with current clients, and jot down the key words of those conversations Your aw

Prepare for your selected events

Optimize the Wealth Networking opportunities of selecting the right events by preparing before you go. You need to refresh your preparation each time you participate in an activity because:

• The people you know may not remember your earlier conversations or

• They will have developed a need since the last time you met which means they will be listening more attentively or

• You will meet new people.

Know your solutions

• Forget the elevator speech or the 30 second commercial!

• Review the kinds of problems you solve for your best prospects

Here’s a two-part 10 minute exercise that will help you focus your preparation

Part One: At the top left of a page write the two primary pains you alleviate for your customers. These are not benefits of your service or product, these are the problems or anxieties or needs your clients and customers typically have.

Examples of primary pains: high employee turnover; low retention of clients and customers; high customer recruitment/marketing costs; low quality products; difficulty differentiating your company in a crowded market; poor employee morale; complicated technology that costs a lot to maintain; disappointing results from financial investments; resistance to change within the company; training investments that don’t produce long term results.

Once you have the two primary pains your company fixes, think about related pains and write these across the rest of the page. You will be better focusing on narrow and deep solutions than wide and shallow ones.

Part Two: Underneath each of the pains, jot down a few words that you have heard your clients say that expressed their pain. People don’t typically tell you clearly “I have this problem and I want you to help me solve it.” They will be indirect, telling a story, or giving an example, or relating a disappointment or frustration. It’s up to you to recognize when these indirect conversations indicate that they are experiencing one of the pains that you alleviate.

Think about conversations you’ve had with current clients, and jot down the key words of those conversations Your aw

• You will meet new people.

Know your solutions

• Forget the elevator speech or the 30 second commercial!

• Review the kinds of problems you solve for your best prospects

Here’s a two-part 10 minute exercise that will help you focus your preparation

Part One: At the top left of a page write the two primary pains you alleviate for your customers. These are not benefits of your service or product, these are the problems or anxieties or needs your clients and customers typically have.

Examples of primary pains: high employee turnover; low retention of clients and customers; high customer recruitment/marketing costs; low quality products; difficulty differentiating your company in a crowded market; poor employee morale; complicated technology that costs a lot to maintain; disappointing results from financial investments; resistance to change within the company; training investments that don’t produce long term results.

Once you have the two primary pains your company fixes, think about related pains and write these across the rest of the page. You will be better focusing on narrow and deep solutions than wide and shallow ones.

Part Two: Underneath each of the pains, jot down a few words that you have heard your clients say that expressed their pain. People don’t typically tell you clearly “I have this problem and I want you to help me solve it.” They will be indirect, telling a story, or giving an example, or relating a disappointment or frustration. It’s up to you to recognize when these indirect conversations indicate that they are experiencing one of the pains that you alleviate.

Think about conversations you’ve had with current clients, and jot down the key words of those conversations Your aw

ese are the problems or anxieties or needs your clients and customers typically have.

Examples of primary pains: high employee turnover; low retention of clients and customers; high customer recruitment/marketing costs; low quality products; difficulty differentiating your company in a crowded market; poor employee morale; complicated technology that costs a lot to maintain; disappointing results from financial investments; resistance to change within the company; training investments that don’t produce long term results.

Once you have the two primary pains your company fixes, think about related pains and write these across the rest of the page. You will be better focusing on narrow and deep solutions than wide and shallow ones.

Part Two: Underneath each of the pains, jot down a few words that you have heard your clients say that expressed their pain. People don’t typically tell you clearly “I have this problem and I want you to help me solve it.” They will be indirect, telling a story, or giving an example, or relating a disappointment or frustration. It’s up to you to recognize when these indirect conversations indicate that they are experiencing one of the pains that you alleviate.

Think about conversations you’ve had with current clients, and jot down the key words of those conversations Your aw

within the company; training investments that don’t produce long term results.

Once you have the two primary pains your company fixes, think about related pains and write these across the rest of the page. You will be better focusing on narrow and deep solutions than wide and shallow ones.

Part Two: Underneath each of the pains, jot down a few words that you have heard your clients say that expressed their pain. People don’t typically tell you clearly “I have this problem and I want you to help me solve it.” They will be indirect, telling a story, or giving an example, or relating a disappointment or frustration. It’s up to you to recognize when these indirect conversations indicate that they are experiencing one of the pains that you alleviate.

Think about conversations you’ve had with current clients, and jot down the key words of those conversations Your aw

on’t typically tell you clearly “I have this problem and I want you to help me solve it.” They will be indirect, telling a story, or giving an example, or relating a disappointment or frustration. It’s up to you to recognize when these indirect conversations indicate that they are experiencing one of the pains that you alleviate.

Think about conversations you’ve had with current clients, and jot down the key words of those conversations Your awareness will be heightened once you have written down the words you usually hear that indicate the presence of the pain.. The ten minutes you spend on this exercise before each event will lead you directly to Wealth Networking.

Now you are ready to go. Remember that Wealth Networking happens when you strengthen the relational connections, and avoid conversations that are simply transactions.

The second step in Wealth Networking is to be prepared to initiate a relational conversation. In Chapter Three you’ll learn the single most important question to ask, and when and how to exchange cards in Chapter Four.