8. Ask for referrals using the VIPS Method™ on a regular basis.

If you don’t ask for referrals, you’ll never get them. It’s just that simple.

Today: Take your clients through the steps in the VIPS method™ during your meetings this week.

7. Write out a script for asking for referrals based on Referral Coach International’s VIPS Method™ for Asking.

As a student of our system, you know how important it is to be confident during the referral conversation. Crafting and practicing what you are going to say will make it less stressful for you and your clients. Nobody wants to suffer through an awkward referral conversation.

Today: Write a script for how you are going to engage clients in a value discussion and then transition into a request to talk about possible introductions based on our VIPS Method™. If you find yourself at a loss for words, we have a great resource call The Referral Scripts Book for Financial Professionals.

6. Be in the regular habit of checking in with your clients to see where you stand with them; to fix problems and shed light on the value you have given.

Relationships that have successfully had problems resolved are stronger than those that have never had any problems. As good as you are, there are going to be times when your clients feel less than great about something;  the work you do, your frequency of communication; or even something your company did.  It is crucial that you identify and resolve any client concerns immediately and to their satisfaction. And sometimes they just need to vent and the let it go.

Today: Build time into your client-service meeting agenda to check in with your clients.

Tags: Referral Marketing - Bill Cates - Client Service - Marketing for Financial Advisors