Category: Get More Referrals

I just listened to a podcast where the two hosts debated the merits of prospecting versus marketing, and which was most relevant for financial professionals? They each took a side and argued accordingly. Knowing I…

At least once per week, I’m asked, “How do I use LinkedIn to get more referrals? Should I go on my client’s profile and look for prospects?” Taking a close look at a client’s LinkedIn…

When calling your new referral prospects, keep these do’s and don’ts in mind to increase your chances of a great first call. DON’T say “How are you today?” in your opening statement. This screams “telemarketer.”…

Backyard barbecues, boat outings, and sporting events are hallmarks of a fun summer.  You’ll be spending time with friends, family, neighbors and total strangers. Make sure you save the “Repellent” for the mosquitoes, not the…

In-person event marketing and introduction events are coming back. If you are interested in meeting more affluent and wealthy prospects, then introduction events need to be a part of your toolkit. There are many high-level…

How you receive and process the referrals and introductions you get from clients and centers of influence will determine if these potential advocates provide you with more. I call this process of receiving referrals and…

Shall we get super tactical this week?  In our V.I.P.S. Method for Asking for Referrals™ the “S” stands for Suggest Names & Categories. The best way to begin your request for introductions – the bullseye…

One of my very first mentors in sales, Mark Wilensky, used to teach a concept he called “Total Wimp or Too Far?” On the far-left side of a horizontal line he’d write the letters TW….

Do you ever forget to ask for referrals/introductions? On coaching calls and webinars, this is a very common question. Deciding not to ask and forgetting to ask are usually two separate things. Sure, you can…

A couple years ago, after a speech, an advisor came up to me and said, “I’ve been in this business for over 20 years and I can probably count the number of unsolicited referrals I’ve…