7. Make It A Routine Topic
“The best idea is to have a referral strategy for each meeting. It might be as simple as reinforcing how we have added value in the past and then to find out if there is anyone that we could help. It may be following up with a name that was given to us in the past or that they may have mentioned.
"We send out an agenda for meetings in advance to the client. One of the items on the agenda is to discuss who we could help. That seems to help with the conversation when they come in. The key is to be proactive about referrals.”
Wade Chessman, president of Chessman Wealth Strategies