"Am I providing a service that people will want to refer?"
"What can I do to improve the services I offer to stand out from the rest?"
Then, take a look at your communications and ask yourself these questions:
"Have I been visible?"
"Do I provide non-threatening (non-sales oriented) forums for prospects and referrals? "
"Does my office have a proactive and referral-friendly environment? "
Step two is asking for referrals. This isn't simply asking a question. "Asking" for a referral many times includes creating an environment that is comfortable and encouraging for clients to introduce you to their friends, family or colleagues. This can happen through activities like client educational events, client appreciation events and client referral programs.
Whether or not you plan on relying on referrals for growth, it is good practice to have the mindset of creating a company that you are fully confident your best clients would refer to their closest family members or friends. It's safe to say that you may see a revitalization of referrals coming your way. Remember the golden rule—the best advisors EARN referrals.
Ken Unger is the founder of The Academy of Preferred Financial Advisors Inc., a coaching and training company for mid- to high-level financial advisors. Unger has over 30 years of industry experience, with over 16 years developing the industry's top financial advisors.