Updated Friday, August 29, 2014 as of 6:02 AM ET

Sounding Off: How Does One Get Referrals? Don’t Ask

In some cases, the conversation described above is all it takes to open the referral floodgates, but frequently, more effort is required. A practice we strongly advocate is that of facilitating introductions through intimate social events, by inviting clients to educational meetings, and through a variety of other means. (You can read more about some of the strategies we recommend here) In this way, you can make it fun and convenient for your clients to introduce people to you in a non-threatening setting that benefits everyone. We frequently encourage our clients to bring guests by printing it directly on the invitations we send out.

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Comments (1)
My response to both referral systems reminds me of the question: What's the best exercise program? The answer : the one you'll do.

My experience is that the biggest problem advisors have-in obtaining high-quality referrals on a continuing bass-is the lack of any organized prospecting system.Figures I've seen say only about 11% of financial advisors prospect regularly - regardless of the method used.

So my hat is off to Messrs Fross and Carson, because they abide by the basic rule of prospecting: Devise a system and use it regularly. Do this, and you'll find your prospecting efforts will yield better results almost instantly.Your only challenge is to prospect regularly- some might even say religiously.

NickRay, CLU ChFC RHU MBC
Business Coach
Posted by Nick R | Monday, February 04 2013 at 4:14PM ET
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