To gain referrals, you must first be referrable

Just doing a good job for your clients these days simply doesn't cut it. Just doing a good job, probably puts you in the same category as many other advisers, doing good jobs for their clients.

You need to be providing your client with so much added value, that they won't be able to stop themselves from providing you with incredible reviews and referring you to others.

So being referrable is about becoming a "Value Adder ( V+ )"

Being a V+ will differentiate you from your competition and will create a "referrable relationship" between you and your client.

Using The Referral Brain process, LPR mortgage advisers seek out those moments within the client/adviser dialogue where value can be added. The more value added into the referral bank, the more reason you give your client to refer you to others.

Consider the last appointment you had with a client and think about what value you added, over and above the normal day to day tasks of your role.

I think it was Maya Angelou who said "People will forget what you said and people will forget what you did, but they will never forget how you made them feel..."

This is powerful stuff. Focussing your energies on how you make your clients feel, is every bit as important as providing them with the best advice.

If you want your clients referring you to others, they need to feel amazing about you.

Switch on!"