Would I Invite Him to a Concert?

I got referred to a local business owner who was getting ready to sell his company. A client of mine thought he could use my help and connected us by email. I was happy to learn what he was looking for in an advisor relationship.

On our initial phone call, I found out that he’s married with two kids, just turned 55, and spent the past 30 years building a company that’s now worth $10m.

In the first few minutes of our conversation, I knew I liked him. He had a great sense of humor. I could tell he was smart and successful but also humble. At the end of our discussion I told him I’d like to help him and his wife with their plan. We concluded it made sense to book a fact-finding meeting.

It occurred to me that this logical, authentic conversation went so much better than how “The Approach” used to go in my early years. Most of us were trained to just get the appointment. The script we were supposed to use on the phone went something like this: “Dave has said a lot of nice things about you. With that in mind, I’d like to get together, shake your hand, and learn a little bit about the work you do. I’ll be in your area next Tuesday at 4pm, or Thursday at 10am.” We were not supposed to ask any fact-finding questions on the phone. We were told to share as little information as possible. This method always felt awkward to me, especially since the client often didn’t know why we were even meeting.

It’s no wonder I had high cancelations for these mysterious meetings, and met with so many people who had no interest in continuing the conversation once I revealed what my job was. I wasted so much time back then.

Thank goodness most of us no longer conduct business this way. Our approach has evolved into something much more real and personal.

As we gain experience in this career, isn’t it true that we can evolve from what was once “minimally acceptable” to eventually looking for who’s an Ideal Fit for our practice?

When I’m considering working with a new client, I first look for people who are successful, coachable and ready for advice. In addition to this business criteria, I also ask myself a more personal question: Would I invite this person to a concert? This may seem silly to you, but for me, the concert experience is something I share with my favorite people. At this stage, I’m interested in growing my business with clients who are a great fit both professionally and personally for me.

I love taking clients to concerts and treating them to a VIP experience. To be able to have clients who are friends— and friends who are clients— is one of the most special parts of our work. How blessed are we to have a career where we are able to choose the people we get to help. It’s even more of a gift to work with people who ultimately become our friends.

To those of you who are newer, this takes time. However, it’s never too early to start developing your own “Would I invite him to a concert?” criteria. What’s the question you need to start asking more frequently? Would you spend four hours on a golf course with this person? Would you invite this couple to your house for dinner? Are they likeable people?

Last weekend I went to a Black Crowes concert with an awesome group of friends. They also happened to be my clients. We had a blast! At the end of the night as we were saying goodbye, I was filled with such gratitude not just for their business, but for their friendship.

I don’t know about you, but I believe it’s worth investing time to find the people who are the right fit for our business as well as for life. Over the course of our career, this makes all the difference.

What’s your, “Would I invite him to a concert” question? Post your comments! I’d love to hear your thoughts about this…