“Hunter or Farmer?”

“Yes.”

I enjoyed chatting today with a new acquaintance, Daniel M. Wainwright, CRPC, of Ameriprise Financial in Houston.  Daniel’s insights got me thinking more about how we ought approach our prospects.

“You sound more like a farmer,” he offered in an exquisite British accent.  ”I think I’m more of a hunter and I’m beginning to come to terms with it . . I’m not ashamed!”

There are several reasons why this is perfectly OK.  For starters, people need not apologize for being themselves and playing on that identity in their relationships.  

Also, sometimes people need to be told what to do.  Take the scene of a car accident, for example.  Sometimes the people involved are so hyperactive and wired, they don’t know to sit down to wait for help.

Bystander:  ”Hey, man, are you OK?!”

Accident victim (walking aimlessly):  ”Fine!  Just fine!”

Bystander:  ”Hey man, I think you need to sit down.”

Accident Victim (dazed):  ”NO, I SAID I’M FINE.”

Bystander:  ”Dude, look at your leg!”

Accident Victim (noticing bloody dangling limb):  Oh.  OH MY GOD!  (Sits down)

Bystander:  ”The ambulance is on its way.  I’ll stay here with you.”

In Daniel’s case, the need for expert financial advice is indispensable, especially today.  Since there are still many out there who are unwilling to consult an expert due to irrational fears, some need to be shaken awake.  Just like the scene of the car accident, an aggressive approach may be called for.

Daniel explained a bit about his “aggressive” strategy of meeting new contacts via Linked In, by an emphasis on quantity leading to quality.  After speaking with him, though, I didn’t feel like he had some of the negative connotations that hunters might.  

The problem with the idea of hunting is that it carries with it the idea of stealthiness, overpowering, and killing.  Ask any hunter if he intends to trick the ducks.  ”Damn straight!” will be your answer.  ”Ducks ain’t gonna fly into range on their own.”

But consumers don’t want to be hunted.  They want to be courted.  They want to feel security and honor in the transaction.  While Daniel banks on his aggressive style, he’s also aware of the humanity involved.

This is where The Farmer comes in.  Cultivating relationships is a skill that requires process, patience, and authenticity.  If you meditate, or do regular strategic thinking, park on those three for a while:

1. What’s my process of building relationships?
2. Who is worth building with for the long term?
3. Do I care about these people beyond the transaction?  By what evidence?

May I also recommend very highly the blog of Total Integration founder Eric J. Beck.  Eric recently wrote a compelling piece called The New Language of Effective Marketing.  A nuclear warhead!  Must read.

As always, please submit comments, questions, or cries of outrage on the comment trail.  Love hearing from you.