Getting referrals faster in new relationships is all about providing immediate value.
There are many ways to provide value in a brand-new relationship. Sometimes, just setting the appointment brings great value. You know this has happened when your new prospects say, “Thank you for speaking with us today. We’ve wanted to talk to someone about our situation and just didn’t know who to turn to until Bob and Donna recommended you.”
A great way to bring value quickly is through a Here-to-There Conversation – inspired by a colleague of mine, Bill Whitley.
This often-profound conversation consists of four main stages:
This 15 to 20-minute conversation brings a ton of value very quickly. I have seen many advisors get referrals without even asking – just by providing the value through this very quick conversation that gets people thinking in ways they haven’t thought before.
You can do a short version of this conversation over the phone with a prospect that may be enough to get them interested in meeting with you further – to go deeper into these four areas.
When your prospects and clients talk about you, they will probably say, “She put me through this process of four questions that I found extremely helpful. Ask her to do the same for you.”
You can learn and implement our proven process while working from home or not seeing clients and prospects face to face.
Get the details and join us: www.CatesAcademy200.com