REFERRALS, The Professional Way: 10 Strategies for Networking with Top Clients & Centers of Influence
$31.03 Save:$4.00(11%)
Available in stock
Description
Price: $35.00 - $31.03
(as of Jun 24, 2024 10:44:53 UTC – Details)
It’s Time For The TRUTH!
One of the greatest lies you’ve ever been told in your career is, “Referrals are easy. All you have to do is ask for them!”In fact, getting referrals from your top clients and centers of influence like accountants and attorneys may be the most difficult thing you ever do. If you are like most advisors, you’ve been using the same worn out techniques for decades and they don’t work. Even worse, they may be sending your best people the wrong message about you, your business and your stature as a professional.
It’s time to learn a new way…a powerful process for making referrals a core part of your business. No more “begging for names” or clever conversational Kung Fu. No more clumsy and aggressive techniques that make you look like a slick salesman.Welcome to the new world of the professional referral where your understanding of the client will bring your entire business up to a new level of success and enjoyment.
Andrew Buttelman –
Must read for service professionals
Great book for any service professional. Frank finally breaks the myth about those old sales tricks that never worked, and gives incite into what does .
Rusty –
Five Stars
Arrived as expected great book
Rey Cinocco –
Three Stars
Great review of the new normal for referrals
Sara J. Yost –
Four Stars
Very good book on the importance of building relationship’s and trust.
Constance W –
Five Stars
Great read
Aprille –
Priceless!! It’s an entire system to follow
I received this book as a gift and holy moly it’s PRICELESS! Every Financial Advisor / Financial Planner and Insurance Agent – heck, every Business Owner – should read it and follow the instructions Frank Maselli gives you in it. I love that it’s full of simple, easy to follow steps to build a business of high net worth clients – what every FA or FP or Agent wants. I’m going to incorporate it into my own written Referral Plan. Don’t miss the Key Take Aways, the sample scripts and the tactical tips in this book…oh and you might want to start with Referral Strategy #1 and hop over to Referral Strategy #6. It puts everything else into a different perspective. Thank you to the author, Frank Maselli for this great toolbook!!
Andruss –
Hard Reset on Referral Marketing
I don’t know what the previous insurance producer was getting at, but if they read the book and thought about Strategy #3 I think they’d realize that to position from strength they need to think about “the clients’ total success, not only with but in other critical aspects of their world.” I think the book has general networking value as well and is easy to digest.To further expand this thought for the insurance reviewer — just bring in their favorite product specialists and split commissions on the non-insurance areas — or even turn some portions over to other advisors that you trust, but stay involved. Then just continue to build your posse/tribe in both directions (clients and partners), but with a very specifically designed exclusivity factor. It’s not about products or services, it’s about helping clients, and having them help their friends by introducing you to some of them that fit your target profile (of which the client is clearly a member). Your the key helper. The quarterback. The introducer, the agent, but then so is your client.I thought the book was pretty darn good on turning off the classic first visit referral request of “know anybody else who….” to something more specific, formal, well-timed and targeted. You may get less total number of referral prospects, and get them later in the relationship, but the ones you get will probably stick and they are people you can handle well (which is what it is all about). Less is more. There are examples, scripts, a framework, timing, setting and it’s very simple.The biggest challenge is the paradigm shift away from what gregarious sales reps get away with sometimes, but which is usually harmful to the relationship. This can be overtly harmful (this insurance guy seems awful pushy all of a sudden) to subliminal (he seems to want any old warm body and so I must not be getting exclusive service I believe I deserve, maybe I should talk to some other people…).Even if you’ve read a lot on networking and referrals, I think you would come away with something valuable here that will make you think a bit more about it, but then put some if not all of his ideas to immediate use in your practice. What’s great is that it’s not difficult at all, whereas the conventional referral methods seem hokey/painful/risky most of the time.
tjb –
Referrals the Professional Way
It has some good ideas, but is truly directed to the investment advisor and I am in insurance. There were some takeaways.