Find your own words
The most critical thing is for advisors to find their own words to ask for a referral in a way that sounds comfortable to their own ears. -Joni Youngwirth, vice president of practice management for Commonwealth Financial Network
Many reps simply get anxious about asking for referrals, for fear they might sound needy. “The most critical thing is they find their own words and their own voice to ask for a referral in a way that sounds comfortable to their own ears,” advises Youngwirth. “One planner I know is very uncomfortable asking for referrals, but he’s very comfortable asking for introductions.” By avoiding the dreaded “r” word, the advisor found a more relaxed way to engender support from his clients. Another seasoned producer often tells his clients, “Please don’t keep me a secret.” This simple phrase carries heavy weight. Not only is it a low-key way of asking for a referral, it also builds up the relationship by implying the client is “in the know” about an excellent resource.
-Joni Youngwirth, vice president of practice management for Commonwealth Financial Network, in Five Best Practices to Increase Client Referrals
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