| Description: Have you struggled to get the kind of client referrals that you would like? Are you frustrated by your COIs not providing you with introductions to their best clients? Is it ever uncomfortable to push your relationships for referrals? If so, you will not want to miss this session.
Dan Allison has been obsessed with understanding how advisors can effectively engage their existing clients and COIs in a way that will lead to more, and higher quality referrals. With a background in Clinical Psychology, Dan has interviewed thousands of advisors’ top clients and COIs about their referral behavior to learn why they do, and do not refer. Through these interviews Dan packaged a process to help advisors significantly enhance their referral activity without any of the awkward one-liners. What he learned through his research is simple. Most of your best relationships struggle with some of the basic things that are necessary to be effective at referring. Through attending this session, you will learn:
- The seven most common reasons that clients and COIs say they do not refer.
- The five characteristics that must exist in your relationships for them to not only be willing to refer, but to be capable of doing so.
- A step-by-step process for engaging your relationships to take them from willing to capable.
- Exactly how to handle when a client says, “I gave your name to someone.”
- What COIs need from you to trust you enough to refer.
Do not miss the chance to learn from a global authority on referrals and learn a process to increase your referral activity and close rate! |
