Do You Ask For Referrals? Would You Hire A Plumber That Randomly Showed Up At Your Door ? Hot

stephenw585stephenw585  
 
 
0.0 (0)
Write Review
 
I do not believe in asking primarily because it attempts to hijack the natural way referrals happen. Also because we are an event driven business.
 
Clients typically seek out and advisor because something happened or something changed. Very few people wake up in the morning thinking "I think I will find a new financial advisor today." It happens, and sometimes a change of attitude can be the trigger. But most often it is because a situation arises that requires a client find advice.
 
I was reminded of this the other day as I was working with the client on his value proposition. Like so many advisors, he told me he works with clients who are in "transition." We may be an event driven business partly because we have designed it that way. Money in motion, changing life circumstances, retirement distributions, sudden money. So many of the things we tell people we specialize in involve an event.
 
Regardless of where it comes from, it is clear that good referrals are defined partly by being introduced at the right time for the prospect. And the probability that when you ask your client for a referral will turn out to be just the right time for the prospect is miniscule. Odds are that if you ask for referrals you will be calling those prospects at time when they are just not receptive to your message. I think of it this way: from the prospect’s perspective you are like a great plumber that shows up unannounced and unexpected on someone's doorstep. If a plumber came to visit you out of the blue, would you hire him? Right then?
 
I recently hired a plumbing company to come pump out my septic tank. Not something I do very often. In fact, I have been in this house for almost 20 years and have not had it pumped once. (I know, bad idea. Like many people, I procrastinate on the preventative maintenance stuff.) But, I had a remodeling project going on and needed an inspection. The inspection required that the tank be pumped. I mentioned it to people. I asked around. A friend suggested a company, and they turned out to be great.
 
And that's how referrals happen. If that company had called me a year ago and told me they were experts at pumping septic tanks, I would have replied "not now, thanks." (Even though I should have thought about it. But I was, I don’t know, packing for vacation or cutting the lawn or something.) But, now I needed one. And because my friend knew this company was good at cleaning septic systems he mentioned them to me when I described my predicament.
 
What we must focus on is making sure our clients understand what particular solutions we can deliver or what experiences we can provide. If we can make that easy to recall, they will remember us when they hear someone describe a need for what we do. In the end, we don't really want our clients to share with us the names of their friends. We want our clients to share our names with their friends at the right time.

 

This Website Is For Financial Professionals Only


User reviews

There are no user reviews for this listing.
Already have an account? or Create an account

A Strategically Focused CE Curriculum

With classes approved for over a decade by the CFP Board, IWI, and NASBA, Advisors4Advisors CE classes are an optimal knowledge stream for CFP®, CIMA®, CPA, CPA/PFS®, CFA®, and other practitioners. It's not a grab bag of speakers willing to sponsor CE content. Nor is it a one-man CE course. It's a group of subject matter experts with amazing communication skills and a history of thought leadership that, together, give advisors a well-rounded knowledge system for running a professional practice ethically and intelligently.

CE Since October 2008

A4A CE classes for financial professionals began in October 2008, the week Lehman Bros. collapsed. Initially billed as “The Financial Crisis Webinar Series,” A4A connects advisors with authoritative sources on investing, tax, and financial planning, chosen by A4A Editor Andrew Gluck, a veteran financial reporter. A4A members get a stream of CE classes for an advisor who: 

  • holds a CFP®, CIMA®, CPA, CPA/PFS, CFA or other designation requiring CE annually 
  • values monthly CE classes by Fritz Meyer, Craig Israelsen, Bob Keebler, Frank Murtha, or Andrew Gluck
  • diversifies a core of client portfolios in low-expense funds
  • invests based on MPT and economic fundamentals
  • advises on tax and financial planning as well as investing
  • needs financial counseling skills
  • wants the Certified Financial Counselor™ designation 
  • is building a brand as a thought leader locally or in a niche
  • wants the facts when bad news breaks
  • wants CE aligned with a content marketing system
  • wants 24/7 access to CE on-demand
  • insists on objective evidenced-based tax and investment planning analysis
MEMBER REVIEWS 
William Desormeau, Jr.  
It is not possible for me to overstate the cumulative value that Craig, Bob and Fritz have added for over 10 years to my investment advisory practice, as well as for personal and family financial planning. A4A gets my highest recommendation
Lynn Najman, CFP®
I’ve subscribed to A4A since its inception, and always find it intellectually stimulating and on point. It’s one of the few CE solutions out there that doesn’t waste my time by pushing product or talking down to me.

PeteDeacon-CPA-CFP

Pete Deacon, CPA, CFP®
A4A has had a profound effect on my business. Since 2009, I’ve relied on the consistent messaging and updates to run my business successfully. Being able to present the information from Bob, Fritz, and Craig's ongoing CE webinars has been a significant benefit.

fredericMayersen-phd-cfp

Fredric Mayerson, MBA, PhD, CFP®
I've been a financial professional and professor of finance for 35 years and find Fritz Meyer and Robert Keebler to be among the most engaging, incredibly knowledgeable, and experienced presenters I’ve encountered. They deliver an extraordinary amount of information in an extremely interesting way — sequentially and developmentally, utilizing pedagogical tools and techniques that few possess.  A4A to is the most consistently excellent CE program available.  
Ron Roge, MS, CFP®
I’ve been attending A4A many years because the CE classes are outstanding, and my time is valuable. Though I have over 35 years of experience, I’m always learning something new on A4A. I attend fewer conferences now because the CE is generally not advanced. If you want to learn from the best, in a faster, easier, and less expensive way, I highly recommend A4A.

John R. Day, CPA/PFS®

I’ve been a member since 2011 and never miss the monthly webinars with Fritz Meyer. I appreciate Fritz’s independent views on the economy and markets and Bob Keebler keeps me updated on excellent tax planning ideas. A4A is a great value!

NormanPolitzinerCFP

Norman Politziner, CFP

I wouldn't miss a Fritz Meyer webinar unless my pants were on fire. I've relied on Andrew Gluck's knowledge systems --client communications and CE -- for two decades. It's simply the best solution for tax, financial, investment, and risk-management professionals.®   

Dan Hawley, CFP® 

A4A, for over a decade, has been a great resource for useful and accurate information and CE. A4A and Advisor Products are bargains for an advisory practice. 

KevinBrosious-CFP-CPA-PFS

Kevin Brosious, MBA, CFP®, CPA/PFS®

I get CPA CE credit and CFP credit for the webinars.  But not only that, the A4A content is terrific