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Test Your Referral IQ

Referral System Components Yes No
1. Do you have a systematic and repeatable process to consistently secure referrals from your clients?
2. Do you consistently use your daily phone conversations to strategically explore client networks and uncover your best referral opportunities?
3. Do you have a clear referral objective and strategy for every meeting so you can control the quality of referral you will receive?
4. Does your referral process make your client look like a hero when they introduce you?
5. Do you provide a compelling reason for your clients to be actively involved in the introduction process?
6. Can your clients articulate specific ways you can help the people you want them to refer?
7. Do you provide a comfortable and easy way for your clients to articulate your unique capabilities?
8. Do you capitalize on those who are uniquely positioned to introduce you to DOZENS of quality prospects?
9. Do you have a clear strategy and written plan for how you will GIVE referrals to your most important referral sources?

If you answered “YES” to all, keep it up. If you have some NO’s, you have begun to identify some of the holes in your referral system that may be costing you more than you realize. For some advisors, the holes in the referral system will cost them over a $1 million dollars of net revenue over the next 5 years.

To explore ideas for raising your score, simply click here or call 800-865-2867. We’ll call you to schedule a mutually convenient time to exchange ideas.

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Client Results . . .

"While last year was a tough year for most advisors, for me it was a record year and so much more. While others advisors were playing defense, I doubled my assets. With the strategies and processes you help me put in place, I was able to re-structure my business to protect my clients and rapidly bring on new HNW clients. With your help, I was able to hit all my targets and bonuses. And I was able to reward myself with my ultimate dream come true. A new Shelby Cobra replica with a 500 hp - 428 Cobra jet engine. I feel like a 6 year old on Christmas morning! Thanks for helping make this happen.

P.S. Next I want you to guide me on how to structure my business so I can take off twice as much time. But remember, I also plan to grow my production by another 50%."

Chuck G., Wells Fargo Advisors

"Your program is the best "How To" on referrals that I've seen in my 22 years in this business."

Jim K, Branch Manager, Smith Barney

"I shake my head in amazement when I look back on my progress. When I started, I was lucky to get 1 referral per month. This past month I generated 40."

Paul A, Wells Fargo Advisors