Be Ready, Willing, and Able to Give Referrals 

A great way to plant a seed for future referrals is by demonstrating your willingness to give referrals. If you are with a small business owner, salesperson, or anyone who needs referrals for their business, say the following: 

“George, if I ran into a good prospect for your business, how would I know it and how would you like me to introduce them to you?” 

Don’t just save this for your clients. You can say this to prospects and even suspects – when the conversation turns around to business.    If you found this tip helpful, you’re gonna love our Referral Boot Camp for Financial Professionals.     

If you are getting referrals, but maybe the wrong kind of referrals – prospects who don’t fit your business – then it’s probably because your haven’t taught your clients who you serve the best.  Here’s a way to educate your clients – in a client-focused manner – and plant the seed for future referrals at the same time.
 

“George, many of my clients like to introduce the work I do to others in their life. Should that opportunity ever present itself to you, I thought it would make sense for you to know who my business is geared toward. All our processes are designed to help very successful people, like you. Typically, our new clients have upwards from $500,000 of investible assets and a net worth of over a million. We lean toward working with small business owners, like you, but that’s not a requirement. Does that make sense?”
 

Of course, your profile will be different and may even be a little longer. You can type it up and hand it to your client.  Notice how I didn’t say “my minimum is.”  Keep this about the client and the prospect and who you serve the best; not about who you’re looking for.
If you found this tip helpful, you’re gonna love our Referral Boot Camp for Financial Professionals.
 
 

Wealthy and high-net worth clients are used to being treated like VIPs wherever they go. Do you give them the VIP treatment when they visit your office?  Here are just a few ideas:
 

1.     Brief your receptionist on your appointments for the day so she/he can greet your guests by name. “You must be Mr. and Mrs. Smith. We’ve been expecting you.”
 

2.     Serve them coffee or tea in bone china or a cold beverage in a really nice glass. Add a little snack with the beverage. Remember how they drink their coffee or tea.
 

3.     Have your clients meet your staff every time they visit your office – if possible. This will strengthen their telephone relationships.
 

4.     What is one extra-special thing you can do for your clients when they visit? For instance, some advisors have their clients’ car hand washed while visiting. Some advisors have massage therapists available for “sitting massages” while they wait or after the appointment. What creative thing can you do?
 

5.     Walk your client to their car or at least outside of your building. Watch how the conversation changes to more person – business-friendship – issues. They will appreciate this thoughtful gesture.
 

If you found this tip helpful, you’re gonna love our Referral Boot Camp for Financial Professionals.