My two sons: a referral success story

T.H., an independent who recently went through our Automatic Referrals Jumpstart Program, emailed the other day with a great story:

As a result of the class I decided to do some network mapping with one of my top clients. I discovered that he had a son that inherited a large amount of money and I also uncovered three other people that are members of my niche market group.

I never would have thought to have done this had I not taken the class. It was also very easy—all I had to do was ask, "How is your family?" to get the process going. I am going to be playing golf with my client and his sons.

T.H. explained to me in a follow-up phone conversation that he knew very little about this man's family, even though he's a top client.   For example, he knew the client had two sons, but didn't know their ages or realize they were grown men who might be qualified prospects.  He also said he was amazed at how much information a simple question like "How is your family?" elicited.  The client just talked and talked.  He's put that question on his agenda to ask every time he sits down with a client. 

Two takeaways. 

1. Go beyond the "need-to-know."  Ask clients questions about their families, their hobbies, their travels. You'll be surprised and delighted how much you can learn.   Remember: people love to talk about themselves (the only thing they love to talk about more is their children and grandchildren!) Realize that these conversations are not just good for client retention; they're critical business-building opportunities too.

2. Use what you learn to identify potential referral opportunities.  If you don't know enough, ask more questions the next time you talk to the client, and keep on showing curiosity until you're ready to ask for an introduction. 

As T.H. told me, "It’s simple things like this that can make your production just go through the roof."

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