The most important step in asking for referrals

Let them respond. If it’s a significant problem, you may not want to ask for referrals until the problem is resolved. But make sure you get to the positive side of this discussion: “Well, I’m glad you have no concerns about how we’ve been working together. Let’s move to the positive side. What value do you feel you are getting from our relationship?”

What to ask: The value discussion creates the right atmosphere for a great referral conversation. Here are a few questions you might ask. You can even e-mail these questions before the meeting.

1. In what ways, if any, am I falling short of your expectations? Please be specific.
2. In what ways am I exceeding your expectations? Please be specific.
3. Are we meeting often enough? Are we talking often enough?
4. Is there any area of financial planning you feel unclear about or think we need to address further?
5. Please describe your experiences, favorable and unfavorable, with my staff? Home office?
6. Where do you feel we have been of value to you, your family or your business?

Bottom line: Make it a habit of checking in with your clients. Create an agenda for every meeting. One of those items should be the value discussion.