Advisors: Ask, ask, ask for referrals

Do you struggle with when and how to ask for referrals? Put your mind at ease. Ask at any point in your sales process when you deliver value, which means you “earned the right” to ask. How do you know? The simplest clue is when your prospect or client says thank you. You know you’ve given them advice, a suggestion, a connection or a nugget of information they hadn’t considered.

When, when, when

Here’s the rub: Many advisors still feel uncomfortable asking for referrals, so they put it farther and farther along in their sales process. They think:

• Maybe I should wait until they sign on the dotted line …
• Maybe I should wait until we deliver the policy …
• Maybe I should wait until they realize results …
• Maybe …

The time is now