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First, ask yourself this question: Doesn’t it make sense to make a decision to build a business based on how people want to meet us? Here are five steps that could potentially help put you in front of more clients and grow your business by fully engaging a referral mindset. This will benefit your current clients, future prospects, and even the network of other financial professionals you work with on a regular basis.
Step 1: Make a Decision and Throw Out the HeadTrash1
Before developing your referral strategy, you need to make a decision; the decision that you want to be in front of more clients and you are willing to put forth the effort that can potentially create the success you want to achieve.
Step 2: Develop and Work a Process
Developing a process needs to be customized in a way that works for you and your unique business model, but inflexible enough so that you will stick to it.
Step 3: Develop “Referral” Networks
Have you ever thought of giving referrals yourself? What if giving those referrals equated to you receiving referrals in return?
Step 4: Harness the Power of Expectation
Rather than be hopeful of getting referrals, be expectant. Would you agree going into any situation expecting a certain outcome would increase the chances of that outcome actually happening?
Step 5: Rinse, Repeat, and Monitor Results
The final step in the process is bringing it all together. Monitor your process over time for results based off of the action items you have taken. Are you getting the results you are “expecting”?
Putting forth effort into this process can help create a profitable referral strategy. When combined with your overall business model and prospecting strategy, you can create a solid foundation where your referral network and business can continue to grow.
Contact Michael Macias, Relationship Coordinator for additional creative ways to ask for referrals: 888-251-5525, Ext. 389.
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FOR FINANCIAL PROFESSIONAL USE ONLY. NOT FOR USE WITH THE PUBLIC.
This material is intended to provide general information only. It is not intended to render legal, accounting, Social Security or tax advice, and the services of those professionals should be sought. Financial professionals who utilize this material may be able to identify potential retirement income gaps and introduce products, such as fixed annuities, as potential solutions. The testimonial may not be representative of the experience of other financial professionals and is no guarantee of future success.
Always follow your firm’s policies and procedures regarding review and use of third-party templates, creation and distribution of client and prospect materials, hosting of client and prospect events, offering giveaways or prizes, and your firm’s employment process.
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