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Here we are in mid-July 2024, with the heat bearing down on most of the country. It's been a while since we've discussed this, so I wanted to take some time today to talk about referrals and introductions.
When speaking to advisors, I ask a simple question: "What's the best way to get a new client?" And the most common answer was an introduction from a very satisfied client to someone they know.
Referrals and introductions lead to shorter sales cycles and higher trust, making them an efficient way to attract new clients. While most advisors agree with this statement, they find it difficult to answer the follow-up question: how much time, energy, and focus do you dedicate to making this happen?
In this episode, I discussed the following:
- (06:29) Three reasons why advisor don’t optimize their referrals and introductions game
- (10:44) Why referrals and introductions should not be about you
- (12:53) The recipe for generating a name
- (13:54) An elegant way to get referrals and introductions
- (19:41) Benefits of educational webinars and live events
Related: Is the Drive to Win Undermining Your Joy and Fulfillment?