The author says the reason he has received 600 referrals over the course of his first 25 meetings as a financial planner is because he believes in himself. He passionately believes that everyone can benefit from Herb Hartso and Pacific Capital Resource Group, Inc. He says the reason he continues to get referrals is four-fold, in order of importance: 1. having a strong belief in referrals, 2. being bold in asking prospective clients, 3. selling himself, and 4. being transparent about how he is compensated for his services. His goal is to ask for referrals in every meeting he has with a client. To assist prospects with the task of thinking on the spot, he asks them to pull out their cell phone or Blackberry. Not only will a cell phone contain solid contact numbers, but it usually includes all the people that clients have a good relationship with. He also communicates how important referrals are to him professionally, and that he has never made a cold call, having built his entire practice on referrals. Then, he reminds them that compared to the hypothetical $2,500 they could pay him, everyone stands to benefit more if they give him referrals.
Believe in the Power of Referrals
AS A YOUNG MAN, I was looking for two qualities in a wife: She had to be beautiful, and she had to have accepted Jesus Christ into her heart as her personal Lord and Savior. Thinking about this while driving along the highway, I turned to my friend, Jackie, w...