Since your next great client would prefer to meet you through a referral above any other way, I hope meeting people through referrals is your primary method of prospecting for new clients. Is it?
Be a creator of visions.
One way you provide great value to your prospects and clients is by helping them articulate a vision for their future — financial, lifestyle and otherwise. The better you are at helping them picture what they want their life to be like through proper financial planning, the more valuable you will be to them and the more successful you will be at acquiring and serving more clients.
Helping your prospects and clients create a vision is a powerful service you need to deliver. And it starts on the very first appointment.
What about your vision?
Do you share your vision of your success with your clients? If you don’t, you’re missing a powerful step in the referral process. You have many clients who would be perfectly willing to take a stake in your practice by introducing you to potential clients. You just have to prime the pump to make it happen.
The first step is gaining their trust. Most people enjoy helping people they like and trust. What’s the fastest way to do this? Value and service. You must always be looking for ways to bring value quickly to your relationships and to serve them as best you can. Who do we tend to like and trust the most in our lives (at least our business lives)? People who serve us.
Why would clients want to take a stake in your business?
What’s in it for your clients to take a stake in your business? A couple of things come to mind right away: