Sounding Off: How Does One Get Referrals? Don’t Ask

What's the best way to generate referrals: asking for them or earning them?

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Comments (1)
My response to both referral systems reminds me of the question: What's the best exercise program? The answer : the one you'll do.

My experience is that the biggest problem advisors have-in obtaining high-quality referrals on a continuing bass-is the lack of any organized prospecting system.Figures I've seen say only about 11% of financial advisors prospect regularly - regardless of the method used.

So my hat is off to Messrs Fross and Carson, because they abide by the basic rule of prospecting: Devise a system and use it regularly. Do this, and you'll find your prospecting efforts will yield better results almost instantly.Your only challenge is to prospect regularly- some might even say religiously.

Business Coach
Posted by Nick R | Monday, February 04 2013 at 4:14PM ET
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