Financial Advisors Tips: How to Get Referrals
A wag once noted that having to call or introduce yourself to strangers is God’s revenge for not getting referrals. The reality is that every time you open a new account, you’ve lost your best prospect. Referrals are essential, yet asking for them makes most Advisors uncomfortable.
Allow me to offer two suggestions. First and foremost, be referable.
If people are going to refer you to other people, they must like you; they must trust you and they must think your advice is spot on.
There are lots of ways not to get referrals, but there is no one particular way to get them. Asking for referrals is not a hard skill. Asking for referrals is a soft skill. Getting referrals is not predicated on what you know. Getting referrals is predicated on how well you get along with people.
Be the kind of person your clients want their friends to meet. Learn to be charismatic. Establish credibility. Follow the Golden Rule. Check your ego at the door. Be real. Listen more than you talk. Be interested in people. Ask the right questions and listen carefully to the answers. Make the other guy feel better about himself. Make it your goal to create healthy, long-lasting productive relationships.
I assure you that people will focus far more on your likeability than your skills as a Financial Advisor.
Before you even think of asking someone for a referral, do a thorough self-image check.
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Dale Carnegie
That’s exactly who I think of when I read Don’s “How to Get Referrals” Blog post.
The book “How to Win Friends and Influence People” is one of my ALL TIME favorite books and Dale Carnegie was a living legend in his time. Its good to know his spirit and teachings have been reincarnated in Don Connelly and his team.
Marty Morua
Hi, Marty – thanks for reading and commenting! I will pass along your message to Don. I am sure he will appreciate the “comparison” with Dale Carnegie (for the lack of a better word).
~Diana
Marty: As always, you made my day with your comments. Thanks!
Don