Turn 100 Clients into 200 Clients in Six Months

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Turn 100 Clients into 200 Clients in Six Months From your first day in the business, your manager probably told you that referrals were the key to success. But did anyone ever teach you how to easily get those names and then what to do with them after you have them?

How to Obtain the Referrals Introductions Forget referrals, you want introductions. You don’t want a name and phone number, you want your clients to introduce you to their rich friends and relatives. Read on and learn how. Getting new clients from introductions has many advantages. It’s low-cost, it does not take much time, and you can control whom you meet. However, if you have found that you receive replies, such as: 

I know a couple of people, but I would like to talk to them first

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I don’t ask people about their finances

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I don’t know of anyone who has money to invest

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I haven’t talked to them yet, but I will next week

Then you may not be posing the question the right way and with the right context. Here’s a 3-step system: 1. All new clients need to agree to give you introductions. When starting a relationship, you ask: What do I need to do so that in 90 days, you'll be so satisfied, you will gladly introduce me to people you know? Your client will say something like “Just don’t lose me any money, make sure I hear fro you every month and that I can read my statements.” 2. At the end of 90 days, you call your client and ask them if you did what they asked. If they agree, you remind them that they would introduce you to people they know and you set up an appointment with them to get these introductions. Let clients know that you will ask for introductions to their friends. And most people like to help their friends. 3. At that meeting, you simply tell your client “I’m looking for nice people like you. I’m looking for people who want help. Your clients sign letters (you have already written them) that later get addressed to the people whose names your client will provide. Your clients introduce you to their friends with this personal letter (that you mail).

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Your clients come to the meeting knowing that they will provide names or people they know. They agreed to it when the relationship started and now, you are simply following through. This should be part of your business development program, every time you open a new account.

They’re Not Expecting Your Call The problem with what you do now is you ask from referrals in an unstructured, hit or miss manner. Most people don’t like surprises. Therefore, when you call referrals, you may get a negative response because they do not know: 

Who you are

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What you do

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Why you are calling

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How you got their name

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Why someone gave you their name

Now that your client has signed an introduction letter, you simply use this four-step process to win over the introduced parties: 1. Prepare a personal introduction letter for your client to sign (as described above) and include your brochure. 2. One week later, send one of your newsletters with a handwritten note attached. 3. The following week, send a letter telling them who gave you their name and when you plan to call. Call the next week for an appointment.

What to Expect Advisors who have used this process have found that with every 10 introductions they receive:

4 – Happy with current advisor “thank you” and get off the phone 3 – Not a good time put on newsletter mailing list and call again in 6 months 3 – Will schedule a meeting right away ©2014 All Rights Reserved Brokerville www.brokerville.com  888-893-2990

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From every 10 introductions 4 eventually become clients! Do the math:

10 current clients x 10 introductions = 100 introductions = 40 new clients 20 new clients x 10 introductions = 200 introductions = 80 new clients 40 new clients x 10 introductions = 400 introductions = 160 new clients “In the short time I have been using the system, I have gained 180 introductions. It’s almost unbelievable to think how hard I have worked in my career and now it seems like a dream. In my first round of calls to the referrals, everyone either made an appointment or asked me to call back to make an appointment. The introduction system really paved the way to these easy appointments. By the way, one of the people I asked for introductions is a fireman. He gave me the name of every fireman who is retiring this year! Try and buy a list like that.” Jack K., President Pacific Estate & Retirement Planning When you have your meeting with clients to get the names of introductions and have them sign letters, use a data-gathering form to record information that clients give you about their friends. You should also regularly send out blank forms (to get more names) to clients and include a stamped, self-addressed envelope so that they can return it promptly. Work the process. Before every client appointment, prepare 10 referral letters. All your client will have to do is sign them. Keep any that you do not immediately use in a personal introduction file folder in the client’s file for future use.

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You’ll find that clients who have been introduced to you through this program will be inclined to give you referrals because they will see it as a low-key approach to helping their friends. Send out five referral letters per week. Mail them to the prospects’ homes, but make the phone calls to their work if possible. Don’t expect introductions from everyone but you’ll get so many from some clients, you’ll be shocked. The program works as long as you don’t skip any steps. To reinvigorate your business with referrals, see www.brokerville.com

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