3 Steps to Control the Quality of Referral You Receive

To control the quality of referral you want your referral program to generate, you need to take the following steps:

Step One: define the type of referral you want your referral program to generate. What characteristics do you want to target? Do you want people in specific positions (e.g. business owner or director of marketing)? Is it people or companies at specific stages of their career or business life cycle such as someone approaching retirement or a business owner preparing to sell his or her company?

Step Two: Craft questions you can ask clients and centers of influence to help you identify people in their networks who meet these characteristics. If you are targeting business owners, then be attentive in your client conversations and listen for people who are business owners. When talking about a friend, ask about what the friend does professionally. A little bell should ring in your head when a client identifies someone who meets your target characteristics.

Step Three: As you engage in conversation about that person you can add, β€œIs that someone I should meet?” or β€œI was wondering if I might be helpful to them.” Now you are in position to learn more about them and assess how well they meet your target characteristics. If they do, then all that is left is to get agreement on a method of introduction.

To learn more about how to control the quality of referral your referral program generates, write to info@referralmastery.com or visit www.referralmastery.com

One Response to “3 Steps to Control the Quality of Referral You Receive”

  1. More about the author

    click here for the top small clock hands now around and at the best price.nn1

Leave a Reply

Client Results . . .

"While last year was a tough year for most advisors, for me it was a record year and so much more. While others advisors were playing defense, I doubled my assets. With the strategies and processes you help me put in place, I was able to re-structure my business to protect my clients and rapidly bring on new HNW clients. With your help, I was able to hit all my targets and bonuses. And I was able to reward myself with my ultimate dream come true. A new Shelby Cobra replica with a 500 hp - 428 Cobra jet engine. I feel like a 6 year old on Christmas morning! Thanks for helping make this happen.

P.S. Next I want you to guide me on how to structure my business so I can take off twice as much time. But remember, I also plan to grow my production by another 50%."

Chuck G., Wells Fargo Advisors

"Your program is the best "How To" on referrals that I've seen in my 22 years in this business."

Jim K, Branch Manager, Smith Barney

"I shake my head in amazement when I look back on my progress. When I started, I was lucky to get 1 referral per month. This past month I generated 40."

Paul A, Wells Fargo Advisors

The Referral Mastery
Tip of the Month

Signup today and receive Five Principals For Better Referrals.

No Spam