8. Create a script.

It will be easier to approach clients when you already know what you’re going to say. Your script should include a description of who your ideal client is, says Anderson. “Let people know what type of financial issues you specialize in to give them a better idea of who to recommend,” he said.
If you’ve provided your clients with excellent service, the largest error you can make is not asking for a reference. “This is the biggest blunder I see,” says Roame. “When Tiburon interviews clients, they often say that they would refer clients but that their financial advisor never asks. Financial advisors need to ask.”