Highlighting his overriding principle towards referrals and prospecting, ‘it is silly not to ask’, respected referrals expert Matt Anderson posed a number of questions for delegates at the IFP Manchester branch meeting.
Why would you not want to offer the opportunity for a client’s friends or family to be advised by you, why would you not want to give the chance to an acquaintance to benefit from your advice? These were among the questions he posed.
He suggested that the biggest reason that planners do not get referrals is that they do not ask. Going further, he suggested that the reason that they do not ask is because of fear, not just the fear of rejection but more commonly the fear of getting the wrong referral or fear of how to go about asking.
Delegates spent some considerable time on this subject and Matt provided great clarity on his process to overcome those fears and make it easy and successful for planners to receive clients’ referrals and to seek them from existing clients.
Steve Martin CFPCM, branch chairman, said that the delegate feedback from the meeting was outstanding and that it had been a big success with a full house in attendance.
