Ask in the right way: There are a couple of “right ways.” One excellent method is to understand why clients refer people to you. They do so because they want to help someone else. So, ask by saying, “Who do you know that you want to help? Who do you know that is not getting this client experience? Introduce them to us so we can help them in the same way we are helping you.”
Ask with great comfort, confidence, and conviction: This is a special ingredient to the mix. You must have an authentic belief in your own story and then transfer that confidence to others.
Provide a comfortable, nonthreatening environment for your clients to make the introductions. Smaller, more intimate prospecting events are a favorite method for me. Lunch dates, golf foursomes, and any activity you all enjoy will also work well.
The above recipe is easiest implemented with your advisory council members. You have spent the most time with them and part of that time has been sharing the above recipe.
Just as blocking and tackling wins football games, asking for referrals works. It is simply about executing the recipe and all of its ingredients. So, please keep, or start asking for referrals. But before you do, make sure you have all of the ingredients and understand how to communicate them to your clients. Clarity on your story is needed. And, practice, practice, practice is also required. Role playing with a colleague or your coach is a great way to be sure you start to receive the referrals many of you deserve. Because Lombardi also said, “Practice does not make perfect. Only perfect practice makes perfect.”
What do you think?
Ron Carson is Founder and CEO of Carson Wealth Management Group, a comprehensive wealth planning firm, and Founder of Peak Advisor Alliance, the largest advisor coaching program in the country. He also co-authored the practice management book Tested in the Trenches: A 9-Step Plan for Building and Sustaining a Million-Dollar Financial Services Practice and its revised second edition Tested in the Trenches: A 9-Step Plan for Success as a New-Era Advisor.