One common problem with getting referrals into your office is that your client is more than happy to provide an introduction to you, but the referral is too busy for a meeting. You may have tried many times to connect, but your client can’t seem to get the referral on board. There always seems to be a roadblock.
Here is how we approach this problem. First, we look carefully at the clients and the referrals. What do these prospects really enjoy doing? Is it baseball? Opera? Gourmet dinners? Notice I did not ask, What do I enjoy? This is all about the client and creating a great, memorable experience for them — something that other advisors are not doing for them.
Once I identify a fun activity that will appeal to both the client and the prospect, I call the client and give them this speech: “Say Jim, I know how much you enjoy baseball. Well, I got six tickets for the big game on XX date. I thought this would be a good time for us to have a fun evening and for me to finally meet Suzy in a non-threatening environment. What do you think? Can you guys come?”
If they are busy, find out a day they are free and plan another event.