Duncan MacPherson

Today’s financial adviser understands that it costs far more time and effort to convert a prospect into a client than it does to convert an existing client into a flag waving advocate. But consider the personal fulfillment involved as well. It can be draining and anticlimactic to be perpetually convincing new people to work with you. Why not work more effectively with the people who are already convinced and let them do the convincing on your behalf? The real value in a client relationship is not in the initial commissions you earn, it’s in the commitment the client demonstrates to you over the lifetime of your relationship.

There are no silver bullets when it comes to referrals. They are not realized because of clever phrases or by asking your clients well timed questions. Most referral approaches are transparent and make the advisor look needy and put the clients on the spot. Top advisers attract a steady stream of referrals because of reciprocation felt by their clients, not because of obligation.

In this presentation you will learn how to:

• Address the unspoken resistance that prevents your clients from referring
• Survey your clients for their referral awareness and predisposition
• Install a consistent and congruent process that earns trust
• Project a degree of scarcity that enhances your perceived value
• Train your clients why, to whom and how they should be referring to you
• Position referrals as a service to your clients rather than a benefit to you
• Attract referrals like a consultant rather than chase them like a salesperson

The presentation’s length can be customized from 60 to 120 minutes.