Get Referrals by Becoming a "Resource Center" by Bill
to present yourself as a resource to people – to give referrals to
prospects and clients as early and as often as you can. You want to position
yourself as someone who is well connected and willing to help others with
your network of contacts. When you’re a strong referral giver the law of
reciprocity kicks in. The more you give, the more people will give back to
you.
What a Top Producer Does
A few months ago I had the pleasure of dining with Sam Henry. Sam is a
top financial advisor with his company – year after year after year. Sam me
told an inspiring story that perfectly illustrates this principle of becoming
a resource to your clients.
Sam had made the acquaintance of a successful gentleman (we’ll call
with him. Sam also knew this gentleman’s son. When the son started his own
business (to get out of the shadow of his father) Sam gave him several
referrals to prospective clients. One of those referrals turned into the
son’s largest client to date.
A short while later, Sam received a call from Smith, Sr. He said to Sam,
“I understand you’ve been very kind to my son. I’ve recently sold my
business for a substantial sum of money. I’d like you to help me with some
of this money. Are you interested?”
Two weeks later, Sam brought in 1.4 million under management. A few
months later, Sam helped Mr. Smith set up a gifting program to his 4
children. Mr. Smith asked Sam to help his children with their investments.
All this… just because he gave some referrals to Smith, Jr! Sam presents
himself as a “resource center” and follows up with action.
Just as there is no limit to money in the world – you only need to get
into its flow – there is no limit to the number of referrals you can
create. One of the best ways to get referrals flowing through you is to, in
Sam’s words, “Become a Resource Center.” Keep looking to help people by
making connections.
I suggest you position yourself in this way by telling your prospects on
your first appointment, “My goal is to be a resource for you. I want to be
here to serve you even when I have nothing to sell to you.” This will make
you stand head and shoulders above the pack.
Questions and Answers
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