Referral Boot Camp Tip #2 - Use Your Referral Source to Learn About Your New Prospect
When you get a referral from a client, learn as much as you can from this valuable resource. Two great questions you can ask are:
1. What do you like or admire (or respect) about him?
Use this information, in a genuine way, to build rapport with your new prospect. This is often a way to demonstrate your relationship with the referral source and what you might have in common with the prospect.
2. What’s going on in his life that’s important to him right now?
We know that money intersects every aspect of a person’s life. We also know that to gain an appointment with a new prospect, we often have to have a compelling reason why they should meet with us now – instead of 6 months from now. The answer to this question can often help you craft that compelling reason.
Your referral source is an incredible resource of information about your new prospect. Take the time and ask the questions.
If you found this tip helpful, you’re gonna love our Referral Boot Camp for Financial Professionals.