I am a little frustrated at the present with the referral conversation in the Progress Meetings. In most of the referral conversations I am getting good emotional responses to the work we are doing and clients have noticed the change from the old service. When we get to the referral conversation, however, I am finding it difficult to get the clients to introduce me the people they know. I have used a lot of the responses you have coached recently and none seem to be working. (It could be that I am not delivering this right). However clients seem to understand what we are doing, (i.e. not soliciting) but still will not introduce me to anyone. It seems to be their view that they are all around the same age and all sorted out and have been with advisers for a very long time. I am coming to the conclusion that, given that my client base is mainly post-60 years of age and not working, maybe this is the way they think. I know that, in your eyes, they would not be Ideal Clients anymore but I am now concentrating more on the self-referral process which is a harder way to go but better than me continuing this process with my clients. I am very interested in your comments.

Article ID: 493

Last updated: 20 Nov, 2019

People who don't refer are not Ideal Clients. If you choose to keep them as profitable non-Ideal Clients, that's your prerogative. The truth is that your clients don't really know whether or not their friends are "all sorted out." It's hard to read a person's mind and know exactly what they are thinking and feeling. My belief is that when a person is unwilling to refer and introduce you to others it's because they either don't trust you completely, or aren't all that impressed with the work you've done for them. That can either be because of them, or you, or some combination. My advice is to continue to make progress with the value you deliver for your clients, your communication skills, to have the referral conversation at every Progress Meeting, and do whatever else you have to do in order to meet people who might become Ideal Clients.

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Referral Conversation™ -> Compelling Referral Conversation™ Help

Referral Conversation™ -> Ideal Clients Reluctant Giving Referrals

Referral Conversation™ -> Referral Conversation™ Misc.

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