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Industry Spotlight > Broker Dealers

Clients: Love the one you're with

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Too many salespeople get the deal, make their quota and then focus solely on bringing in the next deal. But who’s caring for their current clients–and making sure they don’t feel the need to seek out more attentive reps elsewhere? Your clients know a ton of people–who, in turn, know a ton of people–and could be your best (and totally under-leveraged) source of referrals. Once they receive value from you, ask for referrals. Even the best-served customers don’t automatically refer you.

A major brokerage firm surveyed their best clients. They asked, “Would you be willing to refer your stock broker?” And 84 percent responded “yes.” So the firm asked their brokers, “What percentage of the time are you asking clients for referrals?” Only 15 percent! Don’t miss this opportunity!

Here’s how 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.