Credibility & Referrals - problems & solutions

Referrals -
Problems and Solutions

Problem 1 - very few advisors have an effective strategy for generating referrals.

Problem 2 - very few advisors understand "how to" communicate about referrals.

Problem 3 - those who have a system for contact typically waste office resources and massive amounts of time sending sales pitches.

Problem 4 - if you have to ask for a referral, you're showing yourself as needy!

Solution 1
Find or develop an efficient system to automatically contact your "list." This includes sending mail that is perceived as personal and friendly - NOT sales pitches or marketing material. And, the reason it's important is that this is how to use psychology to develop relationships. And, relationships are vital to the process of generating referrals. Make sense?

I've explored and tested this for more than 20 years. Bottom line is - The more times you give a high quality touch to someone, the more likely he/she is to believe you have a relationship. Without that relationship in place, you Will Not Get Referrals!

Solution 2
You need a system! You need to know how to conduct the Referral Conversation, and you need a system for contacting your clients and prospects. One of my favorite "thinkers" in the financial industry is Annette Bau. She is a constant inspiration to me because her advice is always so on-target! On Tuesday (September 23), Annette will be hosting a webinar on referrals. It's filled with practical advice. Here are the details:

Grow Your Business through Referral Marketing

September 23rd, from 12:00-1:00 pm (Pacific Time)

Here is what she'll cover:

* How to double your current level of referrals
* How to identify and develop Key Referral Partners who help you build your ideal practice
* The Blueprint for Success
* How to Create the Ultimate Referral and Client Retention Machine
* How to Systematize & Automate your Machine
* Strategies that top advisors use to attract ideal referrals
* How to capitalize on a service called Send Out Cards. I believe in this service and am a user of it!

To Register, please go to:
https://www2.gotomeeting.com/register/387126005
(copy and paste that url into your browser)
(To attend FREE use VIP code 46870)
This program will NOT be recorded

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Credibility on the Road

Don't look now. Don't look now, but the financial industry has taken a gut punch - a rapid and catastrophic disintegration of credibility. And, it directly affects YOU, here's how. You should be concerned that the industry's instability is causing your clients and prospects to doubt your credibility. Sound reasonable? We get calls every day from advisors panicked about it. Thus, you might want to learn how to fortify and build your credibility, as soon as possible. With that in mind, our program "Credibility & Likeability" is the right program at the right time.

Credibility & Likeability took us about twenty years to develop. It is the best work we've ever done! And, it is literally unlike any other program in existence! Want to learn the specific skills and steps to build your credibility and become more likeable? This is it.

Let us help. If you'll contact us directly, we'll see if we can get underwriting for your firm, or find a discount for your personal coaching. But, please do it right away; it's far easier to build Credibility than regain it.

Great News! Our book Credibility & Likeability has been accepted for publication by Morgan James of New York.

On Wednesday (September 25), Pam and I head to Savannah, Georgia where we'll speak at the annual conference of the Financial Services Marketing Association (FSMA). A few days later, we travel to Kansas City where we'll present "Credibility & Likeability" to Edward Jones (sponsored by Met Life.)

-- Michael Lovas
(509) 465.5599

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Credibility & Referrals - problems & solutions

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