Page 87 - My Marketing Sucks Book

weekend bungalow typical of the Poconos. It would be considered “cozy” in a

realtor's ad.
I hate to admit that I prejudged, but I certainly did I feel like I was going to waste
my time there that night.

As we approached the house, I gave myself a pep talk. I said: “Well, you're here
you might as well do your best. Give them good information that they can use and
feel good about the training that you're about to provide… Amen”.

As we were welcomed into their home, the couple was very nice. They were an
older couple with their kids are out on their own. He had been working in the
local factory all his life while she was a stay-at-home mom raising the kids. It was
a modest home with modest furniture and the whole environment was warm and

welcoming.
My trainee and I could honestly say we did a good job with the meeting. I figured
we’ll wrap up the presentation, we will shake hands and we'll leave. We'll leave
some reading materials behind for them and will discuss how it went on the long

ride home.

When we get all done, the wife looks over at the husband, as she gave a little nod.
I thought she was giving him the cue to say ‘Thank you for your time, we don't
have any money to invest, have a good night’.

Instead, he said something that made me almost pee my pants!

He said “That was unbelievable. We've had so many investment people come over
here in the last couple years ever since we inherited the money. Their first question
has always been, ‘How much money do you have?’ You never even asked us that.
Everybody told us where to invest, how much to invest, how often to invest.

Not one time did you ask is how much money we had, or if we wanted to invest
with your firm. You just took your sweet time teaching us how money works and

how to get our money working for us and we appreciate that.”

He went on: “I'd like to give you the two most liquid accounts we have to invest
for us. One has $175,000 and the other one has $121,000. After you get those
working, we have some more locked up in CD’s that will be maturing, so I can give
you those too. It's about the same amount.”

I can't believe how quickly doing the right thing paid off. I knew I was doing the