Referrals: The Professional Way
Referrals are critical for your success, but one of the greatest lies you’ve ever been told in your career is, “Referrals are easy. All you have to do is ask for them!”
In fact, getting referrals from your top clients and centers of influence like accountants and attorneys may be the most difficult thing you ever do. If you are like most advisors, you’ve been using the same worn out techniques for decades and they don’t work. Even worse, they may be sending your best people the wrong messages about you, your business and your stature as a professional.
It’s time to learn a new way...a powerful process for making referrals a core part of your business. No more “begging for names” or clever conversational Kung Fu. No more clumsy and aggressive techniques that make you look like a slick salesman.
Welcome to the new world of the professional referral where your understanding of the client will bring your entire business up to a new level of success and enjoyment.
In this book you will learn:
- An entirely new framework for referrals (hint: they’re not about you)
- Why you need to scrap the “please help me” approach immediately!
- How to build a pro-active referral plan that puts you in total control
- How to understand and overcome your own legitimate fears of asking
- How to get more referrals from centers of influence (CPS, attorneys, etc.)
- What to say (and NOT to say) when a client says, “I can’t think of anyone.”
- How to bring up referrals with a new client in a way that makes sense
- How to stay on a client’s radar screen and capture “bird dog” referrals
- How to build your brand identity and make your entire team more referable
- How to create a Referral Guide that opens doors with centers of influence
- How to deal with the unspoken referral objections and client fears
- Plus actual worksheets and referral scripts you can use today!