It’s time that the financial services industry change its paradigm (belief system) around referrals, and make the switch from a producer-centered referral process to a client-centered approach. Let me explain. Producer-Centered Referrals Most advisors and agents have been taught an approach to referrals that is what I call “producer-centered.” They get taught to tell their prospects and clients, “I …
Read More »9 Things to Do for More Referrals
Here are nine things you need to do to put your business in a position to attract more high-quality clients through referrals. If you can establish all, or most, of these strategies as solid habits, you’ll create an unlimited supply of high-quality referrals: 1. Treat the entire referral process with importance. How you send it out to the world is how …
Read More »Use Referrals to Strengthen Your Seminars
The top three methods for bringing in new clients are: 1) Referrals from other clients; 2) Referrals from Centers of Influence—particularly CPAs; and 3) Seminars. The seminar environment can be a powerful way to add value to your existing client relationships and position yourself as a valuable resource to prospective clients. Many financial professionals like to combine these strategies to …
Read More »Seven Business and Referral Tips for the Holidays
Holiday time is fast approaching and you will likely have increased opportunity to talk about your valuable work with friends and family. How you talk about the work you do can lead to business opportunities and referrals. Below are seven ideas to help you in this area. If you work on a team or in an office with other advisors, …
Read More »Upgrade Your Referrals to Higher Quality
Whether you’ve asked for a referral or one has been volunteered, what do you usually do with it? Do you say, “Thanks, I’ll let you know what happens,” or do you linger a little longer to learn more about your new prospect? I always advocate quality over quantity (though quantity is always important). Coming away from a meeting with 20 …
Read More »Get More Referrals Without Asking
You can get referrals from clients and prospects without even asking. All you need to do is plant seeds into their unconscious and watch them go to work for you. I teach 10 different ways to plant powerful referral seeds with prospects and clients. Here are five of them you can use right away: 1. Celebrate meeting a new prospect …
Read More »Become a “Resource Center” and Reap the Referrals!
One of the key strategies I teach in my Referral Advantage Program™ is to present yourself as a resource to people – to give referrals to prospects and clients as early and as often as you can. You want to position yourself as someone who is well-connected and willing to help others with your network of contacts. When you’re a …
Read More »Form Your Own Personal Sales Force
One significant strategy of my Referral Advantage Program® is working to gain referrals through Centers of Influence (CPAs and other trusted advisors). One way to tap into this gold mine of referrals is through a formal networking group, a group that becomes your own personal sales force or board of directors. A Referral Master While delivering my referral seminars and boot …
Read More »The 7 Referral Attitudes That Produce Results
Your foundation for building your practice with referrals is the set of attitudes, beliefs, and assumptions you bring to your prospecting efforts. This is your referral mindset. One of the things we teach at our Referral Champions Boot Camp is the 7 attitudes you must develop and use to create the most powerful action in gaining an unlimited supply of …
Read More »Maximize Your Referability Factor™
When it comes to serving your clients, do you follow a specific model that drives your behavior? Or are you “winging it?” And, do you think your clients can tell the difference?
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