What's the point of training your people if you don't have a program in place to make sure the training sticks and measurable results are produced?
Throughout this program, your reps will be encouraged to email their questions, challenges, and success stories for review by one of our Certified Referral Coaches™ to insure maximum results are achieved.
Each financial professional will be welcomed into the program by a special message from Bill Cates. They'll learn how they can get the most out of the program. They'll be encouraged to find their "referral study buddy" and their preliminary work will be assigned.
Below is an agenda of all the topics this Referral Fast Start Program will cover:
Lesson 1A & 1B
Your Referral Mindset
This lesson focuses on the Referral Mindset. Discover a new way of thinking about the referral process and what you need to do to be successful with your new program. |
Assignments
- Determine which items you need to translate into better awareness leading to more production action.
- Work through Leo Pustateri’s Value Ladder and discover how you communicate this with your clients.
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Lesson 2A & 2B
Your Referability
Are you referable? Even if you think you are referable do your clients feel the same way? Find out what you need to become more referable in the eyes of your clients and center of influence.
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Assignments
- On your own, or with your staff, segment your clients into A, B, and C.
- Host a meeting with your staff and associates to determine roles, responsibilities, and accountability.
- With the help of your staff layout your Client Service Matrix.
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Lesson 3
Promoting Referrals - Planting Seeds
Learn how one powerful sentence can transform the number of referrals you receive. These seed-planting strategies can be used with prospects and clients alike.
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Assignments
- Take one of the many seed planting ideas, and add it to your voice mail.
- Discuss other referral seeds and how you will begin to use them in your ongoing conversations with your clients.
- Begin setting your behavioral goals and allowing someone to hold you accountable to those goals.
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Lesson 4
Asking for Referrals - The VIPS Method™
To be successful with referrals you need to have a systematic approach in place. The VIPS Method™ give you just that. Learn how to ask for referrals in a way that isn't pushy, begging, and without looking needy.
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Assignments
- Type out your referral script
- Read your script out loud a couple of times then refine it and tighten it up.
- Practice your script with your referral buddy and/or anyone else who will indulge you.
- Make a list of all your clients who love you. Go practice your VIPS sequence with them.
- Take the the Referral Confidence Quiz. Keep a record of your score and take the quiz at various stages of the program.
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Lesson 5
Diffusing Referral Objections
Noone likes to hear no. But what if you knew the secret to turning that 'no' into a 'yes'? This lesson will teach you how to professionally handle referral objections and sometimes walk away with referrals!
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Assignments
- Make a list of the major objections you think you'll get when asking for referrals. Practice how you might explore, and even re-frame, these objections.
- Read the report “It’s Okay to Hear No.”
- Set some more behavioral goals and get your someone to hold you accountable to those goals.
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Lesson 6
Turning Referrals Into Introductions
So you have a list of names and phone numbers...now what? Learn how to turn a typical referral into a powerful introduction and watch your conversion rates soar. |
Assignments
- The next time you get a referral don’t leave the meeting without knowing what the introduction will look like and who will do what by when.
- Write up a template of what you would like a client to say about you if they were introducing you to someone via email.
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Lesson 7
Social Prospecting
Learn how to harness the power of the three main categories of Social Prospecting. Get in front of high net worth individuals in a way which is more likely to generate more business. |
Assignments - If you’ve never hosted a referral event, it’s time. What can you do that’s easy and affordable?
- If you’re already hosting client appreciation events, take the courage to plan a referral event.
- Identify a philanthropic organization you can join to do good work in your community that might also lead you to meet many high-level prospects.
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Lesson 8
Taking Action
While know what to do is great - actually doing it is better! This lesson is all about taking action on what you have learned from the program and putting it to use. |
Assignments
- It’s time for you to re-take the Referral Confidence Quiz™. You and your referral buddy can use it as the basis for more goal setting and accountability.
- Schedule another 4-8 meeting with your referral buddy. Keep setting goals to keep making progress.
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