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Welcome to the November 2015 edition of the Balance * Plan * Reward Newsletter.

Thank you to the MDRT (Million Dollar Round Table), MDRT Speaking Captain Ron Davidson and MDRT Moderator Devang Patel for the blessing to have been chosen from hundreds of coaches for the 2015 New Orleans MDRT Practice Management Secrets Panel.

During the Practice Managements Secrets Panel, managed by MDRT Speaking Captain Ron Davidson and Moderated by Devang Patel, I was asked as series of questions that included the following.

Before we begin, here are a few pictures of friends and highlights from the MDRT.

MDRT

How Do You Ask For An Introduction Or Referral?

Here’s how I recommend my financial service professional clients ask for a referral.

In advance, I recommend the financial service professional client review their client’s file to benchmark

  • The length of time they have been working with their client
  • The highlights
  • The benefits that their client has received.

This will put them in the shoes of their clients, looking at it from the perspective of the highlights and the benefits that their client has received as a result of their work, and also looking at it from the perspective of where the client would be if the financial service professional were not in their lives.

It is important for the financial services professional to amplify their emotional vocabulary around the benefits and benchmarks that their client has been receiving.

The referral process with the client starts off with the financial services professional honoring their client for their commitment to valuing the process of working with the financial service professional, to create a plan, to grow assets, to protect assets and leave a lifelong legacy.

The financial services professional then asks their client how long have they been working together. And then asks what are some of the benchmarks, the benefits that the client has received?

The preparation work, in advance of sitting down with the client, will help the financial services professional help their client to answer the question for the client.

Then the financial services professional asks their client the following two questions:

  • What do they like best about working with the financial services professional?
  • What have they received that they didn’t expect from working with the financial services professional?

Spotlight

Sidebar:

I recommend that the financial services professional make notes.
From there, I recommend that the financial services professional typeset what the client said.

The next time the financial services professional meets with their client, I recommend that the financial services professional remind the client of the last time they met and about the two questions that were asked. Saying something like, "The last time we met I asked you what you liked best about working with me and what you received that you didn’t expect, and this is what you said..."

This allows the financial services professional and their clients get fully associated to emotional reasons why they are investing in financial services.


The next question to ask is:

"I have been working with you as your financial service professional to create a plan, to grow assets, to protect assets and to leave a legacy. I’ve not spoken with you about individuals like yourself, at your church or place of business that would appreciate the same service that I have provided you that includes creating a plan, growing assets, protecting assets and leaving a legacy."

"What might be the best way to introduce me?"

Count one 1000, two 1000, three 1000, and if the client doesn’t have anybody to offer then say, "Do you know what, there are times when somebody doesn’t have anybody’s name on the tip of their tongue but I’d like you to keep this conversation in mind."

The law of asking a question is absolute; a question that is asked must be answered eventually. 

Thank you for the opportunity to be of service,

Simon Reilly


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Simon Reilly-Coach, Speaker, and Writer
sreilly@leadingadvisor.com

http://www.leadingadvisor.com/

Leading Advisor Inc Box 507 Parksville, British Columbia V9P 2G6 Canada (250) 248-6012