Referrals, the Professional Way

It's Time For The TRUTH! One of the greatest lies you've ever been told in your career is, "Referrals are easy. All you have to do is ask for them!"In fact, getting referrals from your top clients and centers of influence like accountants and attorneys may be the most difficult thing you ever do. If you are like most advisors, you've been using the same worn out techniques for decades and they don't work. Even worse, they may be sending your best people the wrong message about you, your business and your stature as a professional. It's time to learn a new way...a powerful process for making referrals a core part of your business. No more "begging for names" or clever conversational Kung Fu. No more clumsy and aggressive techniques that make you look like a slick salesman.Welcome to the new world of the professional referral where your understanding of the client will bring your entire business up to a new level of success and enjoyment.

FRANK MASELLI is an experienced leader and provocative thinker who has trained thousands of professionals world-wide in advanced sales management, marketing and communication skills. He is also one of the most exciting and entertaining keynote speakers and trainers in the financial industry today. His first book, Seminars: The Emotional Dynamic, is now in its third edition and has sold over 100,000 copies. Frank has a unique understanding of the psychological aspects of the advisory process. He teaches professionals how to build an intelligent and enjoyable practice in the modern age. His state-of-the-art training programs cover a variety of topics. Frank has worked with nearly every firm in our industry including Merrill Lynch, UBS, Morgan Stanley, Wells Fargo, LPL, MetLife, John Hancock, AXA, Nationwide, ING, Raymond James, A.G. Edwards, Lincoln Financial, Ameriprise and Ernst & Young. Frank is a member of The National Speakers Association, MENSA, and IMCA. He is also the founder of The Financial Lifeguard Academy, an advanced training platform for top financial advisors and managers.

The Set-up Chapter 1: Time for a Change Chapter 2: Why Referrals? Chapter 3: The 40,000 Foot View Chapter 4: Top Client Attributes & Attitudes The 10 Strategies Strategy #1 Develop a Referral Plan Strategy #2 Provide Excellent Service Strategy #3 Position Referrals from Strength Strategy #4 Stay Top-of-Mind Strategy #5 Address the Risks and Emotions of Referrals Strategy #6 Target a Specific Industry or Client Niche Strategy #7 Build Your Brand Identity Strategy #8 Use the New Specialty Referral Strategy #9 Use the Event Referral Strategy #10 Use a Referral Guide Next Steps A Referral To-Do List Final Thoughts About the Author Training Programs