An excerpt from my NEW book Knockout Networking for Financial Advisors and Other Sales Producers about how to generate referrals!
I have many ideas, approaches, and practices about how to generate more and better referral business. I’ll share one way to generate referrals here every week (for a total of 12 rounds!) or you can simply pick up a copy of the book and get them all!
Pick up a copy HERE!
If you missed the previous articles in this series, please take a look:
Round 8!
Collaborate with your “A” Team on a Regular Basis
Create a Top 50 List of your favorite people relating to your target market. (Of course, you’ll need to have a target market!) Your Top 50 should be a compilation of your centers of influence, clients, and some true prospects. That is your A-Team!
If you need advice about anything, why not bounce it off the Members of your A-Team?
You get great value, you build the relationship further, they get a better understanding of the things you’re working on, and you create gravity – this gravitational pull that draws you’re A-Team closer to you.
Also, offer to give advice to your A-Team. Whatever your expertise is, offer it informally at no cost. If a true prospect on my A-Team is not ready to hire me, by staying in touch and offering sound advice and direction, when the time is right, we’ll still be in communication.
In this case, I’ll offer my services informally.
“If there’s something that I can help you with or if you want to bounce anything off of me regarding your recruiting or productions initiatives, I’m happy to be a resource, even informally.”
“Man, this guy has really helped me with some great recruiting ideas and I’m not even paying him. Imagine how much he would help me if I did!”
Being an informal “partner” is a lot of fun, while keeping me in the corner of the true prospect. It’s also a great opportunity to discuss referrals and introductions that they may make on my behalf.
Image by Gerd Altmann from Pixabay
