Do you avoid asking for referrals because you're convinced your clients will think you're pushy? Selfish? A "greedy bastard?" (That's a direct quote from a financial advisor explaining why he doesn't ask.)
Get ready for a shock. 85% of the financial advisors we surveyed told us that referrals actually strengthen their relationships with their clients.
So here you are, convinced that if you ask your best client for a referral, he'll storm out of your office and immediately transfer every last penny directly to your competitor—when the reality is, the relationship will most likely do even BETTER over time if he starts giving you referrals.
Why? Maybe clients cement your value even more in their own minds when they recommend you to someone else (after all, why would they refer you if they didn't love you), or maybe providing referrals makes them feel like part of your team. Whatever the reason, it isn't really as counterintuitive as it seems when you stop and think about it.
Do you have experience with this phenomenon? Share by clicking on the "comments" link below.
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