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.
Americans are hurting financially, and although we need to consider our time as a valued commodity, holding yourself out for just wealthier clients is part of the problem in this country.
The financial services industry has been dessimated over the past 5 years, and now more than ever there is a need for industry growth. Laying the foundation for selecting clients based on any specific details is not helping the issue.
I was listening to a wholesaler teach about client profitablity, and deciding when to FIRE your less profitable clients. It makes me sick to think about the greed that drives the corporate side of the industry. If there is going to be a difference made in this country, it will not start with firing clients.
Referrals are good. ALL of them. Let us try to make a difference for this country.