A Much Overlooked Referral Source

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:

  1. Your clients and their guests will see your staff and know how professional your team is
  2. Your staff will get as much knowledge about what you do as possible
  3. 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.

About Jeffrey Berson

40 years in and around the industry has made Insurance a part of my DNA. I have had the pleasure of working with and for some of the greatest minds in our industry. My "Bersonal" View is an attempt to capture some of the best ideas, the best concepts and the best practices in a way that can lead to success for others. It will certainly be my point of view, so please...don't take it "Bersonal".
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1 Response to A Much Overlooked Referral Source

  1. Mari Cruz says:

    Woah! I’m really loving the template/theme of this site. It’s simple, yet effective.
    A lot of times it’s hard to get that “perfect balance” between user friendliness and visual appearance.
    I must say you’ve done a fantastic job with this.

    Exceptional Blog!

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