Surprise Your Clients and Prospects

The litmus test of whether or not you are creating an experience that people find exceedingly valuable is the number of referrals you receive. Acquiring referrals has little to do with how often you ask but how you make your clients feel. And you will receive more introductions if your clients are actually surprised (in a good way) by how they feel about you.

This “surprising experience” is defined by a multi-million-dollar-producing advisor:

“I focus on listening more than 50 percent of every meeting. If I can keep this in check and not talk too much, I know that I am strengthening each relationship while I’m doing my job as their advisor. The crazy thing is—the more I don’t talk in a meeting, the more I can expect referrals from that person. It changes the way they remember me when they walk out of my office. That’s exactly the impact I want to make with every client.”