Holidays provides another opportunity to demonstrate caring and discover the networks of our clients in a subtle way. Before the holiday, simply say, "What plans do you have for the holidays?"

And they will tell you with whom they will be spending the holidays. They will provide you with extensive information on their networks - IF you listen and ask a few follow-up questions.

After the holiday, simply ask,

"With whom did you celebrate the holiday?"

Listen, take notes, and ask a few follow-up questions. You demonstrate a caring for that which is important in their lives. AND you expand your knowledge of their networks, which you can use to further qualify and get referred in subsequent meetings.

See also
You may want to reference the earlier issues of the Referral Mastery Tip by clicking here. In an earlier Referral Mastery Tip and Tele-seminar, we reviewed the importance of understanding your clients' objectives and securing client agreement on the structure and the strategy of the portfolio. We also covered how to use client reviews to address client disappointment and re-affirm the portfolio objectives, structure, and strategy. (Or risk management objectives, strategies, and policies)