11 Key Actions for Creating a Steady Flow of Referrals & Introductions

If you want to create a consistent flow of referrals and introductions into your business, you need to be appropriately proactive. One of the keys to multiplying your best clients is having a consistent and repeatable process. With commitment over time, the key actions that I provide below should become second nature for you. However, in the early stages it can be helpful to have a "checklist" to make sure that you are hitting the mark.

Note: If you want to dig deeper into any of these concepts discussed below, check out our Resources Page where we have tons of free e-Guides that will offer further clarity.

11 Steps to Being Appropriately Proactive for Referrals & Introductions

1. Your Client-Focused Why.?Telling a prospect why you believe in the work you do, that value that you bring, usually has a story connected to it. Telling this very short story or anecdote will help you build trust with your new prospects.
2. Be Curious.?Pay attention to who your prospects and clients know. Who are impacted by their financial decisions? What do they do socially, as well as community activity? You’re looking to identify folks you can re-introduce into the conversation about providing introductions.
3. Discuss Expectations. Check in regularly to clear up issues and verify value has been recognized by your prospect or client. See if you are falling short on any other expectation. Find out what they love about working with you and your team. This conversation will generate referrals without even asking.
4. Plant Seeds.?Promote introductions early and often with prospects and clients. Get the concept of introductions into the relationship early. Sometimes you get introductions quickly without even really asking for them.
5. Teach Your Clients.??Two big reasons some clients don’t like to give referrals are:?1) Concern about privacy, and 2) Concern about how you will handle their introductions to others. Let them know that everything remains confidential (even with other family members) and that you work through introductions. You’re not going to call anyone from out of the blue.
6. Use an Agenda.?Manage your appointments with an agenda so you don’t run out of time. Put Value Discussion or Expectations Checklist near the end (but not at the very end). Show the agenda to your prospects or client so they can checkoff the items as you complete them.
7. Use a Pre-Appointment Routine.?Just as athletes have their pre-game routine and musicians have their pre-performance routine, you can have a pre-appointment routine related to introductions. Think through what you’ll say and what names or categories you can suggest.
8. Use Cates’ V.I.P.S. Method?.?Our V.I.P.S. Method for Asking for Introductions has been proven to work for thousands of financial professionals. Click here for a deeper look into this process.
9. Get Introduced!?Turn your clients’ willingness to refer into an effective introduction. In-person intros are great, if logistics are smooth. Email introductions typically work very well. Here’s a free guide on these "electronic handshakes."
10. Keep Them in the Loop.?Keep your referral source updated with your progress. If you set an appointment, let them know.?Remove them from the email chain after they see you’ve followed up. If you are having trouble reaching the introduced prospect, let the source know.
11. Say “Thank you.”?You want to “reward” your referral source by saying thank you. Don’t wait for the prospect to become a client. Reward the giving. Handwritten note is minimum. Gift cards are great. It’s not about the money.

ACTION STEPS

Review the above strategies with your team. Which one or two can you begin to enhance immediately??And don’t forget about the others for future implementation.

Let me know what you’ve decided to work on, how it’s going, and what questions have popped up.?I’d love to hear from you.??[email protected]

P.S. Don't keep this article a secret! Forward to a friend or colleague.

And don’t forget ALL our resources – many of them free – are waiting for you at?www.ReferralCoach.com/resources.