A major brokerage firm recently surveyed their best clients and asked, “Would you be willing to refer your stock broker?” Eighty-four percent responded “yes.” So the firm asked their brokers, “What percentage of the time are you asking clients for referrals?” Only 15 percent! Here’s what you can do to take care of your current clients so they’ll take care of you:
- Put a plan in place to check in regularly and find out what they need.
- Make a note about why they like working with you.
- Ask for ways to improve.
- Make them your champions. Then tell them you build your business through referrals – and ask for theirs.