A warm referral is the best introduction to a potential new client. Below are referral generating ideas submitted by your peers!
- Join a Networking group, such as BNI or a local business owner group
- Estate Planning Clients – When you have a client that has developed a trust, it requires signatures with a notary, and it also requires in some cases a witness. Ask your clients to have a friend or a neighbor come and sign documents as a witness and “celebrate their estate plan development”. In most cases this will generate additional discussions and other estate prospects.
- Client Appreciation Night – Treat your “A” clients to an open house evening that includes a speaker (no more than 20 minutes) on a timely topic and ask them to bring a friend who they think might benefit from your services.
- CPA Referrals –Develop a referral relationship with a couple of CPAs. The referrals won’t happen overnight, but if you maintain a business partnership, it will be a great long-term investment of your time. And you can use the National Life CPA Advantage Program to help you get started.
- CPA Symposium – Invite a CPA to the National Life CPA Symposium to introduce them to what you can do for their clients.
- Attorney Referrals – Sharing referrals with an attorney is a great way to gain new introductions. Estate attorneys in particular are a good fit for our business.
- In a volatile market, communicate more often existing clients – I end the conversation by making the following suggestion: “If you have friends and relatives that are anxious about their portfolios, are not getting the communication they need, and are looking for someone to speak with, please give them my number and let them know that I’d be happy to answer their questions as best I can with no strings attached. These are tough times for investors, and if I can help them get through this, I’m happy to.” The response has been positive, and I am getting calls from clients’ friends – and a handful have hired me!
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