How to Get Referrals When Performance Stinks

When markets crash as they did in 2000-2002 and more recently in 2008-09, many advisors become fearful of asking for referrals. How do you ask for referrals when the portfolio has fallen 30% - 50%?

You need to ask carefully. Clients won’t tear your head off if you do the right things and ask in the right way. When markets crash, you play a vital role for your clients and you need to help them take appropriate steps. When you help them take these steps and when you position the referral in the right way, you can consistently generate quality introductions – even when the portfolio has taken a major hit

Market volatility can work to your advantage because it creates a sense of urgency for clients to introduce you. Clients have friends who are facing significant challenges and need quality guidance immediately (e.g. when facing a layoff or forced early retirement) Caring people want to make sure their friends don’t suffer needlessly – and you can position yourself as the person who can provide this necessary expertise that will help their friend in this time of need.

On this CD, you will learn

  • To correctly identify what is your responsibility in a market crash and not to blame yourself for things that are out of your control.
  • The steps you need to take to keep clients connected and protected.
  • How to ask for referrals when client portfolios have taken major hits.
  • How to demonstrate your value in new and creative ways.
  • To avoid sounding desperate when asking for referrals.
  • To get clients to WANT to refer you – even if their portfolio has fallen.
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How to Get Referrals When Performance Stinks
CD. Sale Price: $27

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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