Do You Have a Vision of More Referrals?

1. You'll have more time to pay attention to them and serve them.  Some clients mistakenly think that by introducing someone to you, you'll have less time for them. Of course, the truth is, we'll run even faster and jump even higher for them. I believe your clients — especially your "A" clients — need to know your vision for your referral-based business and how it impacts them.

2. You'll always be there for them. If you're fairly new in this business, here's a second reason. You know that the average life of a financial professional is about as long as that of a fruit fly.  I don't have to tell you that most people don't make it in this business.  Many of your prospects and clients know this, but they are unlikely to bring it up to you.  It's your job to teach them how your success will contribute greatly to their success; how your vision for your practice will benefit them. As their needs change, you'll be there every step along the way. They won't have to tell their story, yet again, to a stranger. 

Not only do you want to tell your prospects about your vision and what that means to them, you want to explain how you intend to reach that vision, namely, through the introductions to other successful people like them; and that you intend to earn the right to be introduced to who they know by providing expert advice and outstanding service.

Here's an example of what you might say:

"One of the things I'd like to do in this meeting is to briefly share with you the vision I have for my business and what it means to you.  I want to devote as much time as I can to my clients' needs and servicing those needs. As you might imagine, every business — including my own — needs to be on the lookout for clients who are the right match for the work we do. I've found that when my clients take a stake in my business by introducing other successful people to me, I can spend maximum time serving my clients. Besides, this is how most people want to meet their financial professional — through an introduction from someone they already trust.  As we work together, I hope you'll feel that I deliver the kind of value that will earn the right to have you recommend me to others.  Does this make sense?"

A more professional approach

Now isn't this approach much more professional and much more client-centered than the old, trite statement such as "One way I get paid is by referrals"?  If not presented properly, this old-style statement can create tension and even damage rapport and trust.  Most of your clients will be perfectly happy to help you succeed, but they don't want to be expected to pay you with referrals.  They want you to earn the right to know who they know through a trusted relationship and your good service.

Share your vision for what success looks like to you. Say that you know you'll only get there through the good will of your clients that you earn through continued great service. You'll see your practice reap great rewards.