Want to see more resources?
Position yourself for large amounts of business-owner referrals.
Remember when business was fun? You’re allowed. It’s OK. In fact, people tend to do business with people they like, according to Trovato. You can be the best financial planner in the world, but if no one knows you, loves you and trusts you, you will be a lonely financial planner with lots of time on your hands. Using a play on the TV show “Seinfeld,” where “nothing” really means everything, Trovato helps you learn how and why to do successful client events, explains why traditional mission statements don't work and what to do instead, and shares how he achieved Top of the Table status in just two years.
The key to acquiring high-net-worth clients by referrals and building high-trust relationships, from Bill Bachrach, who is a top coach for financial advisors.
Are you spending more time trying to find new customers ("catching") than on maintaining current ones satisfaction ("keeping")? According to Morfin, you aren’t alone — most financial professionals struggle with this balance. Learn to optimize your time and energy by balancing three areas: catching, keeping and growing your business by asking for qualified referrals. Morfin shows you the value and the importance of keeping current customers satisfied. Discover how to improve your closing average and focus on the niche markets where you feel more successful.
기존 고객 스스로 소개에 적극 나서도록 하는 소개 영업 노하우를 메트라이프생명 박희근 대표 FSR을 통해서 알아본다.
When not asking impacts a referral, a friendship and a future
Over 90 percent of Tancock's new clients are referrals from existing clients. They are not coming in because she has better products to sell or can promise better market returns; they are looking for someone to help them organize their finances and help them achieve their goals. Tancock shares the process that she follows to make sure she remains referable in every stage of the sales/service process.
Kimball draws on his 35 years of industry experience and regular Top of the Table qualification to explain his proven system of using only referred leads. He discusses when to ask, how to ask, overcoming objections, making it fun and how to thank clients properly for referrals.
Hear five no-fail ideas to achieve and stay at Top of the Table.
By developing a system that both puts you in front of your clients regularly and yields their feedback on your practice, you keep those clients engaged and wanting to refer you. Noble shares his marketing plan, which details how he keeps himself in front of his clients on an ongoing basis while keeping operations intact. Noble’s client appreciation events, which have produced countless referrals, provide the opportunity to ask for referrals without making it awkward.
How do you turn clients into advocates so that whenever they are talking to people about finance, your name is mentioned and your expertise recommended? At the 2017 Annual Meeting, Chris Leach from Cardiff, Wales, shares her ideas.
Effective and quick sales idea favorites from MDRT members around the world.
Learn how and when to prospect. Presky shares strategies to earn the right to be referred. Presented at the 2016 Annual Meeting.
Foster discusses his approaches to getting referrals, including using social media and centers of influence.
Find clients without cold calls with this method for building a referral network from Plybon, a Top of the Table qualifier and Past MDRT President.
MDRT members offer 12 quick sales ideas about meeting with prospective clients, marketing and more.
