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Ten Steps for Transforming a Referral into an Introduction

Any financial advisor who hasn’t heard the “I gave your name to ________” probably is brand new to the business or shouldn’t be in the business. This statement, client to advisor, in various forms is the blatant signal of an advocate. If handled properly, this is a financial advisor’s ace of diamonds.

However, too many financial advisors simply thank their client upon receiving this compliment. They simply move on and wait for a phone call that never occurs. There are a few advisors who will at least ask for the contact information, but now they’re forced to make a warm call.

Tam Milton, one of our prized performance coaches, has put a lot of thought into this and created a 10 step process for financial advisors to follow. The success of the financial advisors that Tam has coached has prompted me to share this with all of you. The following are Milton's 10 steps that will enable you to capture the opportunity, gather information, and set a pattern for future introductions/referrals.

Matt Oechsli is author of Building a Successful 21st Century Financial Practice: Attracting, Servicing & Retaining Affluent Clients.

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