How to convince to get referrals?

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Sep 9, 2007 5:40 am

I have a pretty decent network of family, friends. Family who is an attorney with 300 clients, accountant, LAPD detective, United States diplomat and have a bunch of friends working at pretty big corporations (corporate directories) and banks (find clients who have maturing CDs). Question is how do I bring this up because throwing money at them seems kind of rude and shady. What do I say to get them on the same page as me? How would I approach this? How did you guys do it?

Sep 9, 2007 10:20 am

time

Sep 9, 2007 8:15 pm
bornagainbankr:

time


even if i don't plan on prospecting my family/friends? i just want their network, if i don't make an approach of a proposal, they won't know i need clients.

Sep 9, 2007 8:51 pm

Fin dyour own clients when your successful they will refer people to you because of your success as of now you need to work, not try to take the easy way out

Sep 10, 2007 12:04 am
JimYoung:
bornagainbankr:

time


even if i don't plan on prospecting my family/friends? i just want their network, if i don't make an approach of a proposal, they won't know i need clients.



What happens when you get a client who was referred by your family member who is an attorney and sh*t happens and you blow his account up?  Will the client get pissed at your family member the attorney and fire him as well?


If you don't want to work hard for your book, why don't you just work Schwab or Scottrade?

Sep 10, 2007 12:16 am

Your network of family and friends may end up being useful; but probably not until you are in the business for a couple of years. Why? Well first off it takes time for them to see you in your new role as a financial advisor. Next issue is that everybody knows how high the attrition rate is for new advisors. Nobody wants to make important referrals and have it backfire on them if you leave the biz.

Sep 10, 2007 12:22 pm

i just want their network, if i don't make an approach of a proposal, they won't know i need clients.


Whatever your initial client interview process, ask your family and friends if you can just show them how you take ' new clients ' through the process.


Spend an hour, listen, answer questions, generate a few new big picture planning and investment ideas.


Worst case, they will have a much better idea of what you do and how you work - over time, that will pay off in referrals.


Ostensibly, they are helping you practice your communication skills. In reality, they are invested in enabling your success.

Sep 10, 2007 3:09 pm
JimYoung:

I have a pretty decent network of family, friends. Family who is an attorney with 300 clients, accountant, LAPD detective, United States diplomat and have a bunch of friends working at pretty big corporations (corporate directories) and banks (find clients who have maturing CDs). Question is how do I bring this up because throwing money at them seems kind of rude and shady. What do I say to get them on the same page as me? How would I approach this? How did you guys do it?


Let them know you are doing a dinner for such-and-such topic/clients/employees of..../etc. and that you would love to have some of their friends, co-workers, clients, etc. that fall into this category come along.


I have used this a few times with friends of mine that work at a particular employer I am targeting.  They often say, "oh, yeah, a few people were talking about their 401K the other day.  They might like to go to this...".


Just a thought.  You're not exactly asking for a referral, you are offering to host some of their friends/co-workers/clients, etc.

Sep 10, 2007 8:23 pm
bornagainbankr:

time


You're not going to be in this business very long if you don't ask for referrals.

Sep 10, 2007 9:38 pm

:). You're not going to have friends very long if you pressure them.

Sep 11, 2007 5:55 pm
snaggletooth:
JimYoung:
bornagainbankr:

time


even if i don't plan on prospecting my family/friends? i just want their network, if i don't make an approach of a proposal, they won't know i need clients.



What happens when you get a client who was referred by your family member who is an attorney and sh*t happens and you blow his account up?  Will the client get pissed at your family member the attorney and fire him as well?


If you don't want to work hard for your book, why don't you just work Schwab or Scottrade?




i never said i wasnt willing to work hard for a book, but it cant hurt utilizing what you already got.