5. Get in the regular habit of planting referral seeds such as “Don’t keep me a secret.“

Great Redwoods begin when a small seed falls to the earth.  Don’t be afraid to plant some referral seeds.  Remember, great things come in small packages and planting referral seeds is the key to cultivating a successful referral practice.

Today: Start planting referral seeds during all of your client meetings, even if it is the first time you are meeting your prospect.

4. Have a written vision statement for your business, which you rehearse and communicate to your clients. All of your ‘A’ and ‘B’ clients should know that you are open to taking on the right new clients.

“George, I wanted you to know about a decision I’ve made regarding my practice and how it impacts you. I want to spend the maximum time possible serving my clients like you. As you may realize, I always need to consider adding new clients, but want to do it in a way the keeps me focused on my clients. As you may also realize, most people would prefer to meet their financial professional through an introduction from someone they already trust. In fact, that’s how we met. So, when my clients introduce me to others, I can focus on client service above anything else. Does that make sense? (Yes.) So, if you ever get a sense that there is someone you think should know about the work I do, let me know and we’ll see if an introduction to them makes sense.”

3. Have a well-defined client service model that keeps you on track in how to stay in touch with clients and keeps your ongoing service at a high level – at least with ‘A’ and ‘B’ clients. You should be using a Client Service Matrix to determine when and how you are keeping in touch. Here is an example if you need it: Client Service Matrix

Today: Get started on your client service matrix. Have your assistant go through the database and start filling in the matrix for each client. Remember to include contacts on important dates like birthdays, wedding anniversaries, and anniversaries of doing business with you.

Referrals Referral Marketing Bill Cates

For the next few weeks, I will be posting 20 steps you need to take to start (and maintain) a successful referral program.  Every week a new step will be posed, so stay tuned!

2.  Follow a very specific process with all of your new clients to make sure you provide maximum value early in the relationship.

• Think process, not products: teach, use big-picture thinking, question their assumptions.

• Talk about what your clients expect in the relationship. Demonstrate you truly care about the future of the relationship.

• Take a leadership role. Help them stop procrastinating on what they know they need to do.