WealthCounselHow to Gain More Referrals from Your

Best Advocates

Why Don’t Our Advocates Advocate?

• They Have to Value You Enough to Refer• They Have to Understand That You Are

Growing Your Business• They Have to Understand Who You Are

Trying to Serve• They Have to Know How to Make an

Introduction to You

Do They Value You Enough to Refer?

• Have You Solicited Feedback From Your Best Clients?

• Are They Satisfied Clients or Raving Fans?• What Can You Do To Improve Their

Experience?• How Do They Feel About Referrals?

Do They Clearly Understand That You Are Growing Your Business?

• Clients Have to Clearly Understand Your Growth Objectives

Can They Clearly Identify a Prospective Client for You?

• Have You Clearly Explained to Your Clients Who Could Use Your Service?

• Could Your Clients Easily Filter a Room of 100 Potential Clients for You?

Do They Know What to Do When They Meet Someone Who Needs

You?• The Problem With Name Droppers• Do You Have a Plan With Your Best

Advocates?• All Advocates Are Not Created Equal

How Will These Strategies Help You?

• A Professional Way to Talk to Your Clients About the Growth of Your Business

• A Professional Way to Introduce Your Clients to New Services and Concepts

• A Professional and Simple Approach to Discussing Referrals in a Way That is Effective

• Invaluable Feedback From Key Relationships

The Two Strategies You Will Learn

• Interactive Client Surveys- A Structured One to One Session With Key Clients

• Focus Groups- Small Groups of Clients and Relationships Helping You Grow the Practice That You Want to Build

What Will You Get From Implementing These Strategies?

• Better, Open Communication With Best Relationships

• More Qualified Referrals• Higher Client Retention• Higher Client Satisfaction• Two Diverse Methods That Will Play a Key

Role in Your Future Business Development

Step One- Develop Your Agenda/Objectives

1. Clarify our Services and Resources for Best Clients.

2. Discuss our Expansion Plans and Client Profiles.

3. Get Feedback on the Positive Aspects of Client Experience.

4. Learn What to Improve.

5. Learn How to Approach Referrals

Step Two- Selecting Your Participants

Identify those clients and professional relationships who truly have the ability to advocate for your firm and who you would like to duplicate.

Step Three- Selecting Your Location

Always select an environment that is free of distraction and ideally an environment that you control:

1. Your office

2. Your client office

3. Universities/Public Libraries (groups)

Step Four- Structure the Meeting

1. Introduction- First three to five minutes

2. Presentation- Ten to twenty minutes

3. Discussion Questions- Twenty to thirty minutes.

4. Written Survey- 10 minutes in groups/send with them in one to one meetings

Step Five- Inviting Participants

Done over the phone or in person

-Example script

-Don’t delegate the phone call

Step Six- Conducting the Session

The Difference Between One to One/Groups

-Introduction

-Presentation

-Discussion

-Survey

Step Seven- The Follow Up

1. Follow up on areas to improve.

2. Follow up on educational opportunities.

3. Follow up on referral opportunities.

The Results

1. Your Best Clients and Advocates Will Fully Understand Your Business and Services.

2. Your Best Clients and Advocates Will Fully Understand Your Ideal Client Profile.

3. You Will Understand What Your Clients and Advocates Value and What to Improve.

4. You Will Know All of Your Client Preferences for Addressing Referrals.

How to Use the Training Material

1. Two Hour Detailed Training Session on the Basics

2. One Hour Audio Specifically About Gaining Referrals Accompanied with Scripts and Examples

3. Recording of this Phone Call Covering Additional Details