Reframing the Referral Conversation
The largest asset in your financial practice is your clientele. Adding to that clientele, and specifically asking for referrals, is also one of the hardest tasks to tackle. But why? You know you bring value. Youāre pretty sure your clients understand that value. But you still hesitate when it comes down to asking them who else you could help.
Most of us just arenāt sure what words to use. You donāt want to come across as high-pressured or pushy. Or you donāt want to put a strain on a client relationship. Our current environment isnāt helping either. Itās just flat out harder to ask for a referral in a virtual setting. Fortunately, with the right words, these obstacles can be removed.
Finding the right words
The key here is to reframe the conversation into something you can easily repeat with multiple clients. Think about helping your clients make the connection between how you helped them and conversations they will have with friends and family over the upcoming holidays either digitally or in person.
Here are some openers:
- āIf you have friends or family who have questions or concerns, Iām happy to help.ā This type of statement reiterates your clientās value to you without making it awkward. Youāre also showing them that you value whatās important to them.
- āLet me know if you have questions or concerns around Social Security, guaranteed lifetime income or retirement cash flow.ā By mentioning specific concerns, youāre positioning yourself as the expert in that field. Youāre also focusing on concerns that they are likely to discuss with family and friends.
Simple, easy phrases like these remind your clients that youāre available to help their loved ones as well. And by making the conversation repeatable and using language that maximizes the opportunity, you will become more confident and prepared when asking for referrals.
Itās also an opportunity to find more of the A-list clients that are on all our wish lists. Youāll be able to cultivate profitable new relationships. If youāre ready to get started, weāre here to help. Itās time to make asking for referrals something to look forward to, instead of something you dread.
Just reach out to one of our retirement income consultants at (800) 589-3000 or download The Best Way to Ask for Referrals.
Transformational Tactic
Learn about the best way to ask for referrals. By reframing the conversation, youāll be able to grow your business and develop more profitable relationships.