Last week on one of my Pink Office Mastermind calls a female advisor finally used it and got it. Paula was at a networking event, one of those events where you get to share who you are and what you do. While this was not a new group and she had shared her message numerous times she finally used the new script we created. Immediately following this event she was approached by an attorney who said “I finally get what you do, I’m going to have my client call you this week, she needs your help.” My client finally got it.
During our call Paula confessed that had she not used this new compelling script, had she not shared a message that was crystal clear as to who is the client that she is passionate about working with she may never have received that referral. Financial Advisors are on the eternal quest for the secret to getting more referrals and the answer is so simple. Zero in on exactly who the client is that you want them to refer to you, be specifics about their circumstances, clarify the issues that these particular clients face and you WILL get referrals.
Our desire to grow the business and generate referrals is overshadowed by our fear of denying ourselves potential prospects by narrowing our market, this couldn’t be further from the truth. Yet financial advisors continue to let this fear drive their decisions which only acts as a forcfield to any real referral opportunities. Whe we make decisions based on fear we are more often than not making the wrong decision.
Do what you fear the most and great things will happen.