Why You Don’t Have Enough Referrals

Why you don’t have enough referrals.

Well hey crew!

Steve Salvia here from blackwing.com.au and today i’m up here at the on the 29th floor of the Exchange Tower here in Perth. The Pertetual HQ.

I don’t know if you can see it so… let’s see if I can just give you a bit of a view.

Check it out. Magic day here in Perth. It’s all happening down there at Elizabeth Quay. Loving Perth and loving the scenery as well.

But really what I wanted to talk to you about is three reasons why I believe that most financial planners don’t have enough or the type of referrals that they want or that they sort of dreamed of when they first started with financial planning.

So the thing is, I reckon especially with the strategic alliance partners, I’m going to focus on that at the moment. I reckon there’s three big things that stop strategic alliance partners referring to you. And it’s actually part of… I’m up here actually, I’m going to be presenting to a group of financial planners, FinWiz advisors in 10 minutes and we’re gonna be talking about referrals and strategic alliances and why you don’t have enough from referrals and I’m going be showing them a few bits and pieces, from our Alliance Partner Referral tool kit.

It’s got all the tools, all the systems, all the processes that you need so I’m going to be running through a few of those.

If you’d like to grab a copy of the referral kit, just type in the words type in ‘Referral Kit’ into the comments box and I’ll make sure to shoot one for you straight away.

Anyway I reckon the three big things that you need to think about when you are positioning referrals in your financial planning business. I reckon three big things.

#1 – Referral partners don’t trust you.

They don’t trust us. They don’t trust the industry. There’s that sort of disconnect between you know your strategic alliance partners, your accountant, your mortgage brokers, your general insurance brokers, you know – legal profession, stuff like that. So #1 is a bit of a disconnect.

#2 – I reckon the big thing is they don’t know HOW.

Everyone, almost all potential strategic alliance partners… they say that they know how to refer but the reality is they don’t actually send through the referrals and I reckon a big reason for that is that they just physically just don’t know how to do it, number two.

And #3 – is that it’s Too Hard for them.

So number one there’s a Disconnect. Number two they don’t know How and number three it’s Too Hard.

So if you’re thinking about it how can we spin that around, really what we’ve got to do. I reckon the three things that we need to do to make it easier to get those referrals to actually flow.

#1 – we’ve got to Reconnect with our potential alliance partners.

You know, we’ve got to build trust. We’ve got to build rapport. We’ve got to – you know – earn the right to get referrals. We’ve got to actually be referable. We’ve got to do all the things that we say we’re going to do and follow up impeccably, number one. `

#2 – we’ve got to Teach them what to do.

Like I said most of them say they know what to do, but they don’t know what ‘physically’ to do. So we’ve got to give them some help and some guidelines around what is a good referral on how to refer and also we want to give him a little bit of scripting.

The thing that you want really guys is we want your referrals to be three things we want them Pre-prepared, Pre-positioned and Predisposed to working with you. So when you get a referral to come in, we want the hard work to already be done. So that all you’ve got to do is just finish off the process because they already know you, they Like you, they Trust you, they’ve been pre-prepared, pre-positioned, and prdisposed.

And the third tip that I want to give today is that we want to Make It Easy.

We want to make it really, really simple. So we want to give them the tools, we want to give them the template emails, we want to give them a little checklist that we work through, we want to teach them exactly what to say, when say, how to say it. So it becomes easy and referrals just become a natural part of the conversation. We want to get installed into your alliance partners conversation, okay.

All right, so there you have it, three tips to getting more referral alliances. We’ve got to Reconnect with our strategic alliance partners. We want to Teach them what to do and we want to Make it really, really Simple.

There’s a whole heap of tools – like I said – inside this Referral Partner Tool Kit. Lots and lots of tools templates systems. Everything you need to build really good strong referral relationships with your alliance partners so that you can win that referral game once and for all.

So guys, take good care.

Just… again, if you like a copy, just type in the word Referral Kit into the comment’s box and I’ll talk to you real soon.

Take good care.

Bye for now.