“I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” – Maya Angelou
Acquiring introductions from clients is best done in person and after getting positive client feedback. Include this as part of your client face-to-face planning and review meetings using an approach I call “aided recall”. It can also be of great value to meet in the client’s environment. Harvey Mackay is quoted as saying, “The most important reading you can do is on the walls of your client’s office or home.” For your very best clients, think about client home visits which can be convenient for spouses and older clients.
Best Practices For Acquiring Introductions
If you have effectively implemented the “Six Core Client Facing Process,” and are delivering the outcomes that client’s value, then you are in a solid position to seek introductions from clients. More importantly, your client must:
Seek Feedback From Current Clients
The best time to get introductions come after your client has experienced the value you deliver and the positive outcomes they achieved which can be part of your annual or semi-annual review meeting.
Every review meeting needs a formal written agenda and includes a set of feedback questions such as:
Seek Introductions Using Aided Recall
Assuming you receive positive feedback, you can move into the introduction process using the principle of “aided recall.” “Aided recall” means prompting your clients by inducing an association of ideas (or people) to help them recall other individuals who are the same or like them. It narrows the question, so people’s names and faces easily come to mind.
For example, an employee of Exxon should more easily be able to identify others they know who are also employees of Exxon. Saying, “George, I enjoy working with you and am pleased you see so much value in our work together. Perhaps there are other Exxon Petroleum Engineers that could also benefit from the work we’ve done together.” After a pause, you can add, “Would you be willing to introduce me to them?”
Knowing your clients, who they work for, what they do, what their interest and hobbies are, who they are related to, to what organizations they belong, etc. will help you in seeking introductions as you can be more specific. I have had clients that built family trees of their clients to identify potential prospects!
Focus Introductions Around Life Changes That You Best Serve
One example of where you might focus can be regarding life changes that create “money in motion” opportunities. There are at least four basic money in motion categories:
These are situations you can discuss with your clients. Some examples include:
David I. Leo, Client Acquisition Through Introductions Snippet 15
David Leo is Founder of Street Smart Research Group LLC. He is an author, speaker, coach, consultant, and trainer to financial professionals. David is an experienced business manager who works solely with Financial Advisors, Planners and firms who want to organize, structure & grow their businesses by attracting, servicing, and retaining affluent clients.
If you have questions or would like assistance in personalizing and implementing approaches from The Financial Advisor’s Success Manual, schedule a free 45 Minute Strategy Session at https://calendly.com/davidileo or contact me at David@CoachDavidLeo.com or visit my website at www.CoachDavidLeo.com
My book is available at Amazon at https://www.amazon.com/Financial-Advisors-Success-Manual-Structure/dp/0814439136.
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