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. It’s 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: “What’s going on in their life (or business) that’s important to them right now?”

Assuming you’ve gathered some “intelligence” before you contact your new referral prospect, here are 3 simple ideas that come to mind. Let me know if you’ve already thought of others that work for you:

  1. 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 nanny’s and au pairs. He’s always using that “network” of his to bring value first.)
  2. Email or mail the prospect an article that they might find relevant to their life. (Compliance friendly, of course).
  3. 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 you’d like to share with me, please send them to

Register or login for access to this item and much more

All Financial Planning content is archived after seven days.

Community members receive:
  • All recent and archived articles
  • Conference offers and updates
  • A full menu of enewsletter options
  • Web seminars, white papers, ebooks

Don't have an account? Register for Free Unlimited Access