Six steps to a fearless referral

Most advisers are still looking for a way to ask for referrals that feels comfortable. Obviously, many of the concerns about asking are psychological. There are false beliefs that get in the way, such as “I feel pushy” or “it makes me look desperate”. This would be a fair concern if you have not brought much value, or if the relationship is purely transactional. But once it is clear that you have earned the referral (see Step 2 below), your focus needs to be on developing the skills to ask effectively and on knowing what to say that works with the 21st century consumer. I repeat: getting...