In his Referral Minute newsletter a while back, Bill Cates asked this important question: "Do you have a referral personality?"
By this, Cates explains, he means "Do you behave in a way with your clients that makes them want to refer you?" He says that many advisors he meets are either too meek or too overbearing—and sadly, they have no idea that they're making a bad impression on their clients.
Cates offers the following checklist of personality traits and behaviors to consider. Since most of us can't judge ourselves objectively on this kind of thing, he suggests running the checklist by some trusted friends and colleagues and letting them rate you (1 is low and 5 is high):
- Positive Attitude
- Pleasing Tone of Voice
- Strong Listener
- Proper Volume of Voice
- Proper Eye Contact
- Client Centered
- Appropriate Wardrobe
If you discover that you're lacking in any of these areas, check out the Sharpen Skills area on Horsesmouth, where you'll find lots of useful resources to help you improve. For example (free registration required):