We're continuing to revisit some of the great questions we received during our Referral Clinic and Blogathon.
Today's question comes from Shane, an advisor in Richmond, Va. and will be answered by Michael Brizz, creator of the Referral Mastery System.
Question: "Should you approach the referral process differently if you perceive a conflict of interest for your client? For example, your in-law's family is successful and you work with your in-laws. What is the best way to ask them about their brothers/sisters and not have it feel as though they'd be referring you based solely on your marriage?"
Michael Brizz's answer: Keep in mind that the reason for the referral is to help the referral, NOT you. Therefore, it is important in your qualification process of the in-laws to learn about them and ways you can help them.
When you do this, it becomes very easy for your client to refer you because there is a relevant reason for the introduction. Your client would happily refer the heart surgeon who saved his life to a family member with a heart problem. Your client will also refer you if there is a relevant reason for the referral. Rather than try to get referred to many of the in-laws at once, focus on learning a lot about a few—starting with one.
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