by Bill Cates
Referral Coach International
(td says: "Don't forget Bill's upcoming web class on June 15th:"Get High Quality Referrals from CPA's" register at: http://www.kickstartcart.com/app/?af=803298)
I love it when I learn new referral strategies from advisors attending my seminars and referral boot camps. Just got a new one I want to share with you. I got it from an advisor named David in Cincinnati, OH.
David has a simple process that he says always nets him five or more referrals every time he uses it. That is a lot of referrals!
Six months into a new relationship, he invites his relatively new client to a meal, usually lunch, to thank them for their business and to learn more about them. He asks three questions that helps him build the relationship and garner referrals.
Now isn't that simple? This is a great strategy you can begin to employ right away with every new client. I don't see why you can't hold this same type of lunch meeting with your existing clients. Do you?
Relationship Prospecting: Starting from Scratch
I received an email recently from an advisor who had moved to a new area. Though he had a significant client base where he lived before, he knew he needed to start developing a new base of clients. He asked me for my advice on how to build a referral business from scratch. Here's my response...
"Thanks for taking the time to write and for your kind words about my referral system. Below are some basic things you can do to get your practice going in N.C. These are probably not new ideas for you, but perhaps my list will get your creative juices flowing - that leads to action.
Again, probably nothing you haven't thought of before. Much of this is a function of spending enough time in these activities, as well as learning how to leverage your new relationships.