Getting a Steady Flow of Profitable Referrals

 Sponsored by

Synergy Financial & Consulting Group/Business Owner Wealth

Strategiesand

Solutions for Financial Advisors

Mark Hollingsworth Stan Mann

Referrals Are Great!

• No more cold calling!• Your prospects are pre-

sold and ready to engage

• Your close ratio goes up.• You have more time to

do what you truly enjoy.

A steady flow of profitable referrals means…

Today we'll cover how to get a STEADY flow

of profitable referrals

Bonus for Attending14 research questions you can use to… • Determine the most compelling messages to attract ideal clients• Learn exactly what solutions, services and products prospects are eager to buy • and much more

This webinar is for you if you’re a financial advisor and want . . .

• A steady flow of referrals• More profitable referrals• Higher fees and commissions• To market less and do more of what

you truly enjoy

And if…

• You want to make a difference, but are frustrated because you're not able to help enough people.

• Your plate is too full• You're spending too much time

hunting for new clients..

• The surest way to get clients to refer to you• How to position yourself to be the logical choice • The four best times to “ask” for referrals

You’ll learn ...

• How to maximize the quantity and quality of referrals

• Exactly what to say to get referrals without even having to ask

• How to educate referral sources

And I promise to also show you how you can get more information about getting a steady flow of referrals month after month

Ask or don’t ask?

The Referral Conundrum

Financial advisors are split down the middle

Some say ask

Some say don’t ask

• You have to be referable

But Everyone Agrees

The Better Question

How will you make yourself referrable to your clients?

Clients made referrals when…

A friend described a financial need = 57%A friend asked for a recommendation = 41%

Only 2% make a referral when asked

Your client has to think of you when someone she knows needs your services.

Getting a steady stream of referrals is all about …

• Building a strong partnership with your clients from the get go.

• Getting them engaged

An effective referral systembegins with…

• Define your ideal client

• Craft an ideal client profile

Your ideal client profile

Ideal Client Profile

• The special characteristics that make him part of your target market

• Their values and motivations, problems, issues and aspirations

• Groups they belong to*

• Define your ideal clients age, occupation or retirement status, investable assets

Target a unique audience to build loyalty, longevity and referrals

Making Yourself Highly Referable

The Most Powerful Way to Make Yourself Highly Referable

Be known as a specialist in two areas

• Your financial expertise

• Who you serve} a niche

“You’ll lose prospects”

• Position yourself as the expert• Create a compelling value proposition• Be top of mind• Strongly bond and engage your clients

Makes You Highly Referable

Having a Niche enables you to...

Don’t be a mind reader • Research your target market• Start with your present clients – or• Pick a market you're attracted to

Create Your Key

Questions

• Craft about a dozen questions you want to ask. • Write them down so you ask everybody the same ones

Set the Stage To Get Higher Quality Referrals

• Show your Ideal Client Profile

• Show those special services you provide

• How you add value

A Script for Asking

• "I need your help. If you can help me build my business, I can spend more time helping you. Who do you know that could benefit from my services?

• "Here's a profile of the type of person I work with best."

A Script for Asking without Asking

• "I don't need any more clients, but as a service to you, I'm willing to help your family, friends, and colleagues with their financial questions. Does anyone come to mind that needs my help?“

• You're not asking for a favor. You're offering them a favor.

Advantages

• You do not come across as needy.

• You're not placing any obligation upon your clients.

• It's much easier to offer a favor than ask for one.

• You'll feel comfortable and do it more often.

• You’re conditioning him to refer in the future.

Or You Don't Even Have To Ask at All.Whenever it's appropriate...

• Show your Ideal Client Profile• Show those special services you

provide • How you add value • And provide WOW service

When you get a referral, reinforce to the max

• Keep them current and in the loop• Show them appreciation• Reward them as much as you're allowed

Key Referral Sources

• Current clients• Prospects• Affiliated Professionals• Your advisory board

1. Meet with clients to review their finances

2. Start with a new client.3. Know they are pleased with

your services4. Are doing research interviews

The 4 Best Times to “Ask” for Referrals are when you...

Overcome Your Reluctance to “Ask”• Be highly referrable• Choose an approach

and script that feels good inside

• Change your mindset from “Can you help me?” to “Can I help you?”

Action Steps

• Create your ideal client profile• Specialize in a niche• Conduct your market research• Clearly communicate your...– Value proposition– Ideal client profile– Special expertise

You Can Do It

• Put a referral system in place• Get a steady flow of profitable clients

Special OfferTo learn more and become a master

referral-makerTODAY you can apply for my “Referral

Strategy Session" -- my treat!

“Referral Strategy Session”

• Create a crystal clear vision and goal for your practice in 2013

• Identify hidden roadblocks that will derail your efforts to get a steady flow of profitable clients.

• Craft an action plan to get a steady flow of profitable clients

• Get yourself into action immediately in the new year

During this 45-minute session I'll guide you to:

First 5 to apply get a BONUS: Your own computerized

personality profile. Find out where you fit on this wheel.

You’ll find it a powerful tool for influencing others.

Value $180

To be considered for one of these 5 spots

• You need to apply and qualify• Request your application now. Go to

www.solutions4advisors.com/apply

www.StanMann.com

Bonus for Attending

14 research questions to… • Determine the most compelling messages to attract ideal clients• Learn exactly what solutions, services and products prospects are eager to buy • and much more www.solutions4advisors.com/key