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.”
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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.