Your Profit in Referring Brokers
When we brokers and advisers take on new cases, the meter starts running as soon as we pick up the phone or reply to an email. That is when we start spending money. Our own time is, of course,...
View ArticleThe Approach for Clients to Hand Over Referrals
Why don’t you get more referrals? Your clients love you. They know you are smart and provide great service. We assume they like their family and friends. So why don’t they refer more?The answer is...
View ArticleMore Referrals with Staff Help
I am often asked about the role staff can play in generating referrals. Here are a few things for you to consider – and then implement (not just consider).ReferabilityReferral generation begins with...
View ArticleHow Online Ethics Reviews Can Leverage Your Business Growth
More often than not, good will prevail in business. If advisors operate their practices honestly and ethically, their business will grow and enjoy years of success. Unethically-operated practices do...
View ArticleThe 2-Minute Referral Script That Is Killing It!
(I’m going to give you a formula, and a link to a short audio using the script, that guarantees you’ll get tons of referrals… but first let me vent.)Everything you’ve ever read or heard about referrals...
View ArticleWays to Keep Generating Referrals
If you’ve been following my work for a while, you know that I view the word “referrals” as a “for internal use only” word. When talking with your clients, prospects, and centers of influence, I suggest...
View Article5 Ways to Get Your LinkedIn and Email to Stand Out
I feel your frustration! You send email and LinkedIn messages to prospects and they don’t always respond. Even when your client told the prospect you’d be reaching out… crickets!Your prospects are...
View ArticleHow Many Sales Opportunities Do You Miss?
And I mean every day!I often share a story about one of the networking connections I made when on an airplane. I struck a conversation up with a young woman who was seated next to me. In fact, I always...
View ArticleReferrals Aren’t Enough Anymore!
Have you noticed how difficult it is to reach people these days? I’m sure you have. It’s hard enough reaching our existing clients, let alone prospects. The days of walking away with names and numbers...
View Article10 Productive Networking Hacks
When I tell people that I hate going to networking events, I usually hear, “What? The Referral Coach doesn’t like networking? Isn’t that blasphemy or something?” Well… I didn’t say I hated...
View ArticleWhen Prospects Go Cold on You
Don’t you just hate it when a prospect, seemingly very interested in the work you do, suddenly goes MIA?Of course, there are any number of reasons why this can happen. It’s possible, that you didn’t...
View ArticleDo You Miss the “More” of Networking?
Last week I had the pleasure of co-leading our big New York City networking event. We had over 80 attendees in the room who, “paid to play” or were card-carrying members!The networking group is a...
View ArticleRewarding Referrals Creates More Referrals
Let’s start with some empirical evidence – then we’ll get to the “how to.” I’ve seen two studies that indicate rewarding clients for giving referrals stimulates more referrals. The first study was a...
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