loan

subject: Get Referrals by Becoming a "Resource Center" by Bill [print this page]

Get Referrals by Becoming a "Resource Center" by Bill

One of the key strategies I teach in my Unlimited Referrals System is

to present yourself as a resource to people to give referrals to

prospects and clients as early and as often as you can. You want to position

yourself as someone who is well connected and willing to help others with

your network of contacts. When youre a strong referral giver the law of

reciprocity kicks in. The more you give, the more people will give back to

you.

What a Top Producer Does

A few months ago I had the pleasure of dining with Sam Henry. Sam is a

top financial advisor with his company year after year after year. Sam me

told an inspiring story that perfectly illustrates this principle of becoming

a resource to your clients.

Sam had made the acquaintance of a successful gentleman (well call

him Mr. Smith) at a community function, but was never able to do any business

with him. Sam also knew this gentlemans son. When the son started his own

business (to get out of the shadow of his father) Sam gave him several

referrals to prospective clients. One of those referrals turned into the

sons largest client to date.

A short while later, Sam received a call from Smith, Sr. He said to Sam,

I understand youve been very kind to my son. Ive recently sold my

business for a substantial sum of money. Id like you to help me with some

of this money. Are you interested?

Two weeks later, Sam brought in 1.4 million under management. A few

months later, Sam helped Mr. Smith set up a gifting program to his 4

children. Mr. Smith asked Sam to help his children with their investments.

All this just because he gave some referrals to Smith, Jr! Sam presents

himself as a resource center and follows up with action.

Just as there is no limit to money in the world you only need to get

into its flow there is no limit to the number of referrals you can

create. One of the best ways to get referrals flowing through you is to, in

Sams words, Become a Resource Center. Keep looking to help people by

making connections.

I suggest you position yourself in this way by telling your prospects on

your first appointment, My goal is to be a resource for you. I want to be

here to serve you even when I have nothing to sell to you. This will make

you stand head and shoulders above the pack.

welcome to loan (http://www.yloan.com/)