The Importance of Referrals

Did you help your clients’ friends by getting referrals?

Here are some great ways you can get referrals and help your business attract more high-quality clients. By using the following tips, you could create an endless number of talented people and keep growing with National Agents Alliance!

1. Treat the entire referral process with importance – it is urgent.

How you communicate makes a difference. Let people know there a benefit to their friends, family and people they care about. Make time to have a great conversation about referrals. Be on a mission to bring your service to others. As you begin the referral conversation, say something like, “This is of the utmost importance. I need you to share this with people you know because it will help you both.”

2. Have a client-service relationship model that drives your contact with your clients.

Most financial professionals don’t use a formal client-service model. When it comes to staying in touch with their clients, they wing it. Guess what? Your clients can tell if you’re winging it. If you want to maintain a high level of client loyalty and remain referable over a long period of time, you have to stay in touch with your clients on 2 levels:  1) Continue to bring value to your relationships (or you’re no longer necessary); and 2) Build business friendships with your clients. (Hosting client appreciation events shield your clients against the competition.)

Referrals3. If you get one referrals, why not more?

If you have one name, why not 10, 12 or 25? Think like that and you will get more. Create your own sales team with National Agents Alliance. Teach them: how well you take care of your clients and the value you bring to your clients; teach them what types of people you serve the best; and teach them the best way for them to give you their referrals.

4. Upgrading the quality of your referrals is simple: Learning more before means you care more and it will show to the people you speak with!

Don’t just settle for a name and phone number. In fact, in this new do-not-call world, you’ll need more than that. The person who just gave you a referral is a great source of information that can help you make a better connection. Learn as much as you can about the person before you contact them, such as: how they know each other, why it might be a good fit, how the prospect might react, the best way to contact them, what you can do to pique their interest, and what your referral source likes or admires about the person.

5.  Expect referrals.

Don’t go into your relationships with prospects and new clients wishing to get referrals. The work you do is important. Be on a confident mission to help others. Be a difference maker for people. Let that confidence show through. Do not tell your clients you expect them to give you referrals. It’s not an in-your-face conversation where you are putting major pressure on them, but carry this confidence with you into every visit.  National Agents Alliance has many ways to guide you through this.  Just ask your upline or mentor.

6. Keep your client advised of how you are following up on their help.

When you get a referral, there are three things you MUST do to keep them coming from that person:

1)  Follow up on ALL referrals as soon as possible.

2)  Let your client know you are following up on their help.

3) Thank your referral client with a handwritten note and a small gift.

Using these simple steps really can help you grow your business with National Agents Alliance while you continue to help others. Why wouldn’t you want to help the people closest to your clients? It’s a no-brainer!


2 responses to “The Importance of Referrals

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