Comments following a recent keynote I delivered for a financial advisory group, which—at the start of my career many years ago—I could never have predicted would be a core audience of mine.

———

Early in my speaking career,

colleagues and agents asked me

who my target audience was.

I didn’t know.

I remember one agent methodically

listing out specific market sectors

to pin me down.

My response:

“Well, it’s definitely not technology,

financial services or insurance.”

The fields seemed too far

from my expertise and background.

Within two years, however, these industries

formed my largest client base,

and they still make up

a large portion of it today.

When you offer insights from your expertise

to one that’s wholly different,

you bring a perspective that’s

thought provoking and distinct.

And though many people love to preach

the philosophy of “Pick a lane!”

(when it comes to business development),

I believe that

sometimes the lane picks you.

A market or audience that appears to be

furthest from you in their focus

may be the ones who need you most.

Risk Forward & Rock On,

P.S. The photos above are responses from a Global Summit last month for accounting and advisory firms. #RiskForward