Trust is not an easy thing to build quickly, but we should do what we can (in a sincere way). Meeting new prospects through introductions is one of the best ways to start out at a higher point of trust. And, since your referral source is a source of great information about your new prospect, you can take it a step further.
Bring value on the very first contact. Its a simple concept.
Your ability to provide value from the get-go will be affected by how much you learn about your new prospect from your referral source. Learn as much as time permits. Ask them the high-value question: Whats going on in their life (or business) thats important to them right now?
Assuming youve gathered some intelligence before you contact your new referral prospect, here are 3 simple ideas that come to mind. Let me know if youve already thought of others that work for you:
- Be ready to help them by giving them a referral to other resources related or unrelated to financial work. (For example, I know one advisor who knows a lot about nannys and au pairs. Hes always using that network of his to bring value first.)
- Email or mail the prospect an article that they might find relevant to their life. (Compliance friendly, of course).
- Write a small booklet (or regular size book) and have your referral source introduce you in that way. Autograph it first.
Bottom line: Always think value first. Deliver value first.
If you have any result-producing tips youd like to share with me, please send them to Ideas@ReferralCoach.com.
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