If a client sends a friend in your direction, there are some things you should be sure to do. (Photo: Shutterstock)
We all have a referrals fantasy. Someone walks in, drops their statements on your desk and says: “You’re my new guy. Where do I sign?” When clients send along their friends, the sale isn’t done yet, but you have a lot of factors already in your favor.
A referral arrives: What assumptions can I make?
If a client sends a friend in your direction, there are some things it’s pretty safe to assume.
1. They have a need. There’s a problem that needs solving. Few people ask their friends if they know any good agents or advisors just out of curiosity.
2. They want to make changes. Something isn’t going well. Maybe they tried managing their money on their own and it isn’t working out. Maybe their advisor left and they were reassigned. Maybe they received a windfall and need some advice.
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Bryce Sanders
Bryce Sanders, president of Perceptive Business Solutions Inc., has provided training for the financial services industry on high-net-worth client acquisition since 2001. He trains financial professionals on how to identify prospects within the wealthiest 2%-5% of their market, where to meet and socialize with them, how to talk with wealthy people and develop personal relationships, and how to transform wealthy friends into clients. Bryce spent 14 years with a major financial services firm as a successful financial advisor, two years as a district sales manager and four years as a home office manager. He developed personal relationships within the HNW community through his past involvement as a Trustee of the James A. Michener Art Museum, Board of Associates for the Bucks County Chapter of the Fox Chase Cancer Center, Board of Trustees for Stevens Institute of Technology and as a church lector. Bryce has been published in American City Business Journals, Barrons, InsuranceNewsNet, BenefitsPro, The Register, MDRT Round the Table, MDRT Blog, accountingweb.com, Advisorpedia and Horsesmouth.com. In Canada, his articles have appeared in Wealth Professional. He is the author of the book “Captivating the Wealthy Investor.”
