It has been said that one of the best ways to build your client base is through referrals. But if you’re like many agents and advisors, you struggle to persuade clients to regularly offer them up. Here are some myths that may be preventing you from acquiring more qualified referrals:
1. My clients love me, but I still don’t get referrals.
If you provide service beyond your clients’ expectations, they’ll have something to say about you. If you service your clients above and beyond with proactive calls and on-the-spot follow-up, not only will you get referrals, you’ll be able to easily cross-sell other products and services. When you service well, you give your clients something to talk about.
2. Referrals will come with doing a good job.
Performance alone seldom gets you the number of referrals you deserve. The reality is that even when accounts are performing well, clients still may not refer you. Are you taking the time to really listen to your clients?