When is the right time to ask for a referral?

Why do so many advisers find getting referrals such a challenge? Possibly from a widespread misunderstanding of exactly what a referral is. Let’s be clear: referrals are about risk and trust. A referral means your client is willing to risk his or her friendship/relationship with others to give them to you as a business lead. They therefore trust (and expect) you to provide a top-notch service. Referrals eliminate some of the doubt in the mind of the person referred about whether they can trust  you and whether speaking to you is worth their while. The best time to ask for a referral i...