Do your clients refer as many people as they could?
Do you ever feel frustrated that you aren’t getting as many referrals as you would like?
Do prospects ever ask you a long list of questions, then request references—and then end up selecting a different advisor?
We read a lot about the power of word-of-mouth advertising and the reach of personal networks. A 2019 New York Times article discusses a study that estimated that the average American knows 600 people. Even a person who only knows 100 people still has 10,000 people in their “second degree” (assuming those 100 people each only know 100 people). If everyone is really so well connected, then why does it seem so difficult to generate referrals?
Just like any other buyer behavior, referrals are all about the “What’s in it for me?” factor. If you want your clients to refer their friends and family members, the main challenge is getting to the core of what motivates them.
Some advisors mistakenly believe they already know what motivates their clients. Making assumptions about what matters to your clients is the easiest way to leave money on the table.
This 7-day email challenge is designed to help you uncover the hidden motivations of your clients.
Over the course of 7 days, you will learn:
- How to overcome the resistance to asking for referrals (and a client’s resistance to giving them)
- How to make it easier for people to refer you (and more likely that the referrals will call you)
- How to position yourself as a unique and valuable resource
- How to leverage your areas of specialty without limiting your market
Here’s how it works:
Sign up today for our free 7-Day Referral Challenge. Then, each day we’ll send you a simple, bite-sized exercise. By the end of the week, you’ll have all the insight you need to get more referrals from your clients and professional peers without even having to ask for them.
Click here to sign up today.