Aquiles Larrea, who attended our Referral Champions Boot Camp for Financial Professionals, has been having great success with our system and recently sent me a letter. I’d like to share this letter with you because it’s a great example of how he used several aspects of our system. I will point them out so you can do the same:
“Dear Bill, I’m writing to tell you about the impact your Referral Boot Camp has had on my business. The bottom line is that my commitment to a referral-based business has changed and so has my business lifestyle. I no longer have to set aside time for other less efficient marketing strategies. Using your system, I’m asking for and getting great referrals. (See Lesson 1 below)
“Here’s a quick success story. After your Boot Camp, I ‘practiced’ – as you suggested – with a few of my lower-level clients, so I could refine my referral process before approaching my top clients. (See Lesson 2)
“When I was ready, I approached one of my Top 5 clients and asked for referrals. While it was clear he didn’t feel threatened or uneasy, his response was, ‘I know a few people. Can I please get back to you on this?’ I gently explored his objection – as you taught us – and knowing his guarded nature, I backed off. (See Lesson 3)
“About two weeks later, this top client called me with a referral to one of his friends. I met with his friend and he became a huge client – a multi-million dollar client ($3.5 million). (See Lesson 4)
“Following your system, I have arranged for this new client and myself to take the referring client to lunch to say ‘thank you.’ Everyone is up for the lunch. I’ve used this technique in the past and it always helps. The last time I did it I received four new referrals. (See Lesson 5)
“From all of this, I’ve learned that even if you don’t get referrals right away, your client hasn’t lost respect for you, and they may even come back to you with referrals later. Thanks for having a huge impact on my business.”
The rest of the story (subsequent e-mail from Aquiles):
“Bill – Remember the story about the great referral I got from my Top 5 client? There’s more to the story.