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How to Help Your Clients Help Others - Introductions

"Attention is the rarest form of generosity." - Simone Weil

What You Will Learn

  • Think about referrals in a new and exciting way

  • Ensure your best clients are getting the attention they deserve 

  • Position the introductions as a value-added service for your best clients

  • Ensure your best clients understand how their introductions will be managed

  • Regularly reinforce your introduction process to your best clients

  • Proactively encourage multi-generational involvement (this is a form of business succession planning – ensuring that when wealth changes hands, it stays with you)

  • Learn a simple process to show gratitude when you receive a referral

How You Can Get Started

Make the Paradigm Shift

  1. To get started, read the Psychology of Referrals to get a new appreciation of the best way to position referrals to your clients.

  2. Review the Win-Win-Win Approach for a better understanding of what everyone gain gain from introductions.

  3. Next, carefully review your AAA and AA clients and meet with your team to ensure that all Client Service deliverables are being delivered exactly as expected to this your best and highest value client group – it’s important you are referral-worthy from their perspective. 

Imprint Your Introduction Process

  1. Understand how to incorporate the Introduction Process with your regular meetings and conversations with your best clients using the Introduction Process Integration.

    • Choose the Agenda reference you prefer most.

    • Identify the lead in you like most and customize it further if required.

  2. Become comfortable explaining and sharing your Introduction Process for the first time.

  3. When conducting the next round of Review Meetings with your best clients, share and discuss your Introduction Process for the first time. 

  4. At subsequent Review Meetings with these same best clients, spend about thirty seconds to reinforce your introduction process.

  5. When making calls to best clients during significant market turmoil, you can also reinforce this concept appropriately using the Introduction Script for Turbulent Times.

  6. Finally, when you do receive an introduction, we believe you should show your gratitude immediately - before the outcome is determined. 

Carefully review Questions Your Clients May Ask You so you can respond professionally.

Tracking Referrals

Use your CRM to carefully track the names of those who were referred by existing clients as well as, keep a running log in your existing clients in terms of who they referred to you and when. This is important when you are assessing your clients annually to determine who your true fans are.

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Catch up or Refresh with the Live Session Recording
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