Remember the movie "The Perfect Storm?" Several powerful forces collided to create that storm. Well, that's what you're about to see come together to generate referrals.
Research into how the brain works tells us that at an unconscious level, we are all thinking about what we have to gain or lose if we take some kind of action. What is the danger? Will I get killed? Will I get hurt? Will I lose in some way?
This brain activity most definitely comes into play when you seek referrals. For some clients, giving referrals is more about fear of loss than desire to gain. They think, "What if I recommend my friend to [you the advisor] but it doesn't work out? How will that make me look/feel? Will it damage my friendship?"
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