We all want referrals because we need clients to stay in business, but some of us find it difficult to ask. Why? Because “refer” and “referral” are industry expressions. A paramedic wouldn’t say “We’ve got a bleeder here” if the accident victim was conscious. They would say “We’ve got this,” and then ask the paramedic next to them to “apply some pressure.”
To avoid startling clients with the word “referral,” try the following two simple conversations.
1. Who in your office is retiring in the next six months? They know someone. There are a lot of decisions they need to make, including moving their retirement assets out of the company’s plan. Unfortunately, “rollover” is another industry expression. “I would like to meet them. When you retire, there are a lot of decisions you need to make. I’ve helped other people in the same situation. I may be able to help them too. Would you introduce me?”
2. Who is working with a financial advisor and is dissatisfied with the relationship? It’s more tactful than asking “Who invested in the market and is dissatisfied with their results?” In early 2020, that might describe every investor. This speaks to the personal relationship with their advisor. Is their advisor keeping in touch? Do their calls get returned? Are they getting attention? Do they feel they are “just another number”? You would be interested in talking with them. If your client is the intermediary, they will likely talk about the great service you provide for them.
These ideas should get the creative juices flowing. There are many more good referral ideas out there.
Bryce Sanders is the author of “Captivating the Wealthy Investor,” which can be found on Amazon.
More ideas about referrals
I need to qualify MDRT,this would be my 8th MDRT