Podcast: Play in new window | Download
Everybody talks about getting referrals from clients, but nobody really talks about what to do when they go south. What if the client doesn’t actually make the referral? What if the referral doesn’t call you back? I’ve got Bill Cates here and he’s going to discuss all of this and more as covered in his book, “The Language of Referrals.”
For those of you who are new to my blog, my name is Sara. I am a CFA® charterholder and financial advisor marketing consultant. I have a newsletter in which I talk about financial advisor lead generation topics which is best described as “fun and irreverent.”
Client referral tips
There were some great takeaways here. We covered the main points from Bill’s book and there were some powerful takeaways about:
- The words to say when asking for a referral without begging or being pushy
- How to be more “referable”
- How to plant seeds and trigger introductions
- The value discussion – how to have it
Enjoy the show!
Sara’s upshot
Are you ready to go leave the AUM fee model for hourly, flat, or advice only planning?
Learn what to say to prospects on social media messenger apps without sounding like a washing machine salesperson. This e-book contains 47 financial advisor LinkedIn messages, sequences, and scripts, and they are all two sentences or less.
You could also consider this LinkedIn training program which teaches financial advisors how to get new clients and leads from LinkedIn.
Thanks for reading. If you are a financial advisor reading this, I hope you’ll at least join my weekly newsletter about financial advisor lead generation.
See you in the next one!
-Sara G
About Bill Cates
Bill Cates is widely recognized as one of the foremost experts in the art and science of acquiring new clients
through referrals and personal introductions. Bill is president of Referral Coach International, founder of The Cates Academy for Relationship Marketing™, and the host of the podcast TopAdvisorPodcast.com. Bill was recently rated as the #1 Financial Advisor Influencer by Indigo Marketing.
Bill is also a bestselling author. His books are, Get More Referrals Now, Don’t Keep Me a Secret, Beyond Referrals, Radical Relevance, and his latest book is The Language of Referrals.
Disclosures
Grillo Investment Management, LLC does not guarantee any specific level of performance, the success of any strategy that Grillo Investment Management, LLC may use, or the success of any program. Nothing in these materials may be construed as an investment, insurance, or financial recommendation. For such a recommendation, consult with a financial advisor.
Grillo Investment Management, LLC will strive to maintain current information however it may become out of date. Grillo Investment Management, LLC is under no obligation to advise users of subsequent changes to statements or information contained herein. This information is general in nature; for specific advice applicable to your current situation please contact a consultant or advisor. Opinions stated by third parties may not be correct and do not reflect the views of Grillo Investment Management, LLC. Grillo Investment Management, LLC may not be held accountable for any statements made by third parties.
