If you had to pick two ways to get new clients what would they be and why?

Article ID: 7

Last updated: 20 Nov, 2019

There is only one way to acquire clients: by referral. We train advisors who are virtually brand new to the Financial Service business and brand new to their community to get their first client by referral and every single one from there.

Why? Because every other form of “prospecting and marketing” (cold-calling, direct mail, seminar marketing) is much more expensive, much more time consuming, and positions you in the mind of your prospective clients as a salesperson versus a person they can trust who is truly adding value.

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Referral Conversation™ -> Referral Conversation™ Misc.

« How can I increase my referral ratio?

If a client offers to contact people she has referred me to (she... »

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When an existing Ideal Client is referring others to me how will they know if their referral meets my Predictable Minimum Annual Recurring Revenue?

A client reluctant to give referrals says, “I am the supervisor of everyone I with whom I work. I am uncomfortable with introducing these folks given the potential for people to see it as me using my position to influence my staff.” That one was new for me. Suggestions?

Bill, you talked about meeting with the Top Realtors in the area. I have been calling them and starting the conversation with the following: Hi_________, my name is John Smith. I am rather new to my area, and I am looking to expand my networking relationships with experts in the local region. As I was looking into the area of _________, your name keeps rising to the top. So I thought I would give you a call and see if you would like to have coffee and I could learn more about your business, tell you a little about mine, and see how we could help push each other forward to greater success. They have all taken it like I was trying to sell them something, even after I explain that I am not selling anything and just want to get to know them and how they have become so successful in their area of expertise. Please provide feedback on the script I have been using and help me wordsmith it so that I am starting the conversation or voicemail with the proper tone.

I had a Referral Conversation yesterday with a client couple. The benefits to clients were taking the worry out of their life and taking the pressure off of them. I was a little lost on how to dig deeper on this. I did use the phrase ‘How does this impact you day to day?’ I did not, however, receive an emotional response. How would you go about digging deeper with this type of response? This is an area I believe might be holding me back from clients introducing me to people they know although I set the expectation that in the next meeting I will expect them to have names of people to introduce me to.

When I do the Referral Conversation™ with clients, I'm often getting the response that they'd like to check with the people they want to refer first to get their "OK" to give me their contact info. What do you recommend I say when this comes up?

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