I have a confession to make. I hate asking for referrals. In fact, I won’t ask clients, neighbors, friends, or business associates for referrals even under duress. Although the concept of asking and receiving referrals seems easy and straightforward, it has always eluded me. I have always had a problem asking prospects, advisors, or clients for names of others they feel I could do business with. Now, I am sure you are wondering how I can consistently keep prospects and referrals flowing into my practice if I am unwilling to use one of the most efficient and effective business development techniques available to all of us.
At this year’s Annual Meeting in Vancouver, I shared some of the processes I have implemented that help me keep a constant flow of names on my “hit list” including cyberspace networking, charitable and community involvement, focused e-mail blasts, one-page prospect presentations and several others. Nothing is perfect. My practice has plenty of room for improvement, but having the people to see and be in front of is clearly the way to have continued success in this business. We can have all of the right designations and be as knowledgeable and sharp as we can on complicated tax strategies and insurance concepts, but if we don’t have a prospective client to tell our story to, all our knowledge will be fruitless.
What has proven effective for you in generating referrals?
Feel free to access my Annual Meeting presentation in its entirety at http://ihs.mdrt.org/press2010/dAppel.cfm.
