How about a way of getting referrals that most planners do not think about? It is so simple that it is often overlooked. What is that you ask? Why not spend a little time with everyone on your staff that helps you, and explain to them what you do. This would be anyone, from the part-timer to your direct assistant. You cannot be everywhere…but your staff can be.
I go into a lot of offices and many times when I ask the staff about the firm, they know a lot about what they do specifically but have trouble explaining what the rest of the firm does. In a small advisors office cross training is often vital to your success…but do not overlook the idea of cross training your staff on asking for referrals. And how can you expect your staff to ask for referrals if they don’t know for sure exactly what you do?
An easy way for your staff to be trained on what you do is to be sure you have your entire staff at all of your events. All your seminars, your client dinners and appreciation days…have the staff there. This will help you in 3 ways:
- Your clients and their guests will see your staff and know how professional your team is
- Your staff will get as much knowledge about what you do as possible
- Your staff will get caught up in the enthusiasm of our business and this leads to better employees and better referrers!
Don’t wait. Referrals on a regular basis can change your practice.