Want More Referrals Without Sounding Salesy?
“I get paid in two ways, and I expect referrals.”
“The greatest compliment you can give ME is a referral.”
“Don’t keep ME a secret.”
“To focus on serving you instead of prospecting, I need referrals.
” Pull out your cell phone or Linked In profile and see who I should meet.”
Sound familiar? Do you notice any consistent theme in these traditional methods of talking about referrals? There is one thing they all have in common……ME!
Most referral methods were developed decades ago when the financial industry was transactional. You made a sale, earned a commission, and then pressure the “client” for referrals. These days are over, and I am guessing you do not miss them.
Relationship-driven
As the industry has evolved from a transaction-based business to a relationship-driven one, the coaching and training on referrals has not evolved with the industry. Because of this, most talented advisors are hesitant to talk about referrals as they fear it will make them look selfish, desperate, and unappreciative of the client relationship. Despite this fact, most advisors want more quality referrals. So, what can you do?
For more than 20 years our firm has been obsessed with learning about the behavior of referring. That is right, it is a behavior, not a moment of high-pressure sales strategies. We have interviewed thousands of affluent and mass-affluent clients over years to learn the client’s perspective of referring. Why don’t they do it? Why do they do it? When do they do it? How do they do it? Through interviewing clients and COIs about referral behavior we have learned one thing for certain. The hard part about building the business you want is already done.
“We have learned that 80-90% of advisor’s top clients are not only willing to refer, but many are trying to do so. The problem is not their willingness, but their ability to effectively do so.”
Have you ever heard someone say,
“I gave your name to someone the other day”? Have you ever received a referral that was not a fit for your business? We have learned why clients are not effective when they try to refer despite being willing to do so. We have learned exactly how to identify which of your clients are willing and trying to refer, and which clients are uncomfortable with the risk in doing so. The good news is the problem is easy to solve.
Our Referral Training System
is a compilation of training videos, templates, and scripts and guides to help you understand what we have learned over the past two decades in the finance industry learning from your clients and COIs. The results of using the concepts will lead you to more and better referrals without ever feeling like a salesperson, and without making your clients and COIs feel uncomfortable.
Through learning these strategies, you will gain the following results:
01
Much deeper and more loyal client and COI relationships
02
A constant stream of feedback from your most valuable relationships to continually improve their experience making it a referral worthy experience
03
More consistent referral activity
04
Higher quality referrals
05
Creating great advocates from the very beginning of the client relationship
We encourage you to watch our free workshop to get a feel for just a few of the strategies and concepts you will learn.
We also encourage you to really think about the revenue that you derive from just one quality referral. We are guessing that one referral will pay for our system multiple times over.
Purchasing our product will teach you:
The statistics behind client referrals to understand exactly what kind of referral activity is already happening in your business.
The seven primary reasons that clients do not refer despite being willing to
The five characteristics that must exist in a relationship for the client or COI to be effective and consistent in referring.
A step-by-step approach to identify which relationships are willing and even trying to refer.
A step-by-step process and structure for instilling the five characteristics in the relationships you currently have.
Our system is not about taking clients who are not likely to refer and “objection handling” them.
It is about maximizing the activity that is already occurring and helping your advocates move from willing to capable and growing your business in the process. We look forward to changing your practice in the best way possible. We look forward to hearing about your results!
Dan Allison
Founder- Advisor Development Community
