How To Remove Referral Reluctance
Hey there guys,
Steve Salvia here from Blackwing.com.au and today I wanna talk to you about Referrals.
And specifically, I wanna talk about
your clients’ Referral Reluctance!
See, when I talk to financial planners, too many of them want more referrals in their business but they just don’t have a process for doing it consistently.
Yeah, they bring it up every now and then…. or they dance around it sporadically… but rarely do I see a proper referral process that starts even before you meet the prospect. A process that indoctrinates them into referring you and positions it right at the very start of the journey!
It doesn’t make sense?
In fact, when I think about results, I want you to have the 3 results that I think’ll make a massive difference in your Financial Planning business –
- Better Quality Referrals,
- More Quantity of the RIGHT type of Referrals
- And to build a Referrals System that can be installed and replicated into your business like a pipeline that you can turn on and off at will!
Because if you don’t get this piece right, you end up with what I call REFERRAL RELUCTANCE!
So this video is about the first shift – shift number 1 – we need to Remove Referral Reluctance.
There are three things I reckon you need to get right when it comes to getting rid of Referral Reluctance…. You know – all the obstacles and brick walls people have about referring you.
You need your referral sources really comfortable with these three things:
- YOU as the adviser
- They need to be comfortable with the quality of your ADVICE;
- And third, they need to get comfortable with your VALUE PROPOSITION…! What you do, the way you’re doing it and WHY you do it!
……So just a quick tip there – if you don’t have your value proposition nailed…, you need to get that done really quick. And that’s easy if I show you how….
I reckon there are three keys to getting your clients to commit to the referral process….
You’ll need to overcome 3 Resistant Forces.
3 Massive Barriers that they’ll need to be crystal clear about in their mind before they even think about referring you.
So let’s work thru those now.
First, we want to prepare our self with answers to possible QUESTIONS you think they might have about referring to you…. We wanna answer the questions they have BEFORE they even ask….
Next, we need to think about the possible OBJECTIONS you’ll need to overcome.
As part of your discussion, you wanna bring up any objections they might have to referring to you and handle them BEFORE they come up as objections…
And once we’ve answered their questions and overcome their possible objections… we wanna have a list in our mind of any possible ALTERNATIVES there could be to referring to you.
So it’s….
QUESTIONS – what questions could you answer to make it ‘safe to refer’…
OBJECTIONS – What objections would stop them referring to you?
ALTERNATIVES – What other options do they have? We wanna squash those alternatives like a bug – before they even come up. We want the only logical – possible referral alternative to be YOU!!
Does that make sense?
The reality is guys that almost all human behavior is belief-driven.
So we need to make sure we cover off on all of those key areas – before we even think about building a referrals system.
We need to get clear on what beliefs they’d need in order to make a firm, committed ‘YES’ decision about referring to you.
Then we just arm ourselves with answers to any QUESTIONS they might have so we can overcome those exact OBJECTIONS – and maybe even overcome some objections they didn’t even think of…
And third, we plant a seed of doubt in their mind about what the possible ALTERNATIVES might be and why they are not as good as referring to you!
We REMOVE REFERRAL RELUCTANCE forever!
And we start the process of education, positioning and opening up their minds to referrals!
So that’s it for this Boost Your Business tip.
Remember, increasing your clients referrals comes down to 3 things:
It’s either a HEAD THING – it’s down to your own self-belief and confidence….
It’s a HEART THING – some sort of FEAR or Roadblock that you’ve built…
Or it’s a HANDS THING – it’s the tools you need or process so that you can have a really powerful & compelling referrals conversation with your clients!
Hey, if you wanna know more or wanna see some of the VIP Referrals tools we use at Blackwing Profit, just hit me up and I’ll be happy to show you how to do this really well…
But right now I’ve got a question for you….
What are the reasons you personally refer people yourself…? Whether it be to an accountant, mortgage broker, Lawyer or even a Plumber or a pool cleaner guy….
Why do you refer people?
I think you’ll find the reasons you are comfortable to refer are gonna be the same as the reasons your clients are comfortable referring you…
We need to harness that psychology and make it work for you too.
I hope this has helped you maybe think a little bit differently about how you build referrals…
If you liked what you heard, please do me a favor and share this video link in your LinkedIn and Facebook. Maybe there’s some other financial planners who might want to get more referrals as well…
Take good care. Have an awesome week and talk real soon.
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