Referrals make your business so much easier, profitable, and fun. Yesterday at 6:20 PM I received an email from a coaching client, which read as follows:
“Just picked up a $1 million account and it was a referral from a client.”
I had to know more! Later we caught up on the phone. Did the referral come from an “A” Client? No! But the client referred the advisor to her mother, and the result was a one call, $1 million account! The advisor asked the client WHY she made the referral. The answer was simple:
“I trust you.”
In David Horsager’s book, The Trust Edge, (Simon & Schuster, 2012) Dave says:
“The trusted sales person is bought from. For the trusted brand people will pay more, come back, and tell others. In the Twenty-First Century, trust has become the world’s most precious resource.”
Who trusts you with their money? Call them. Ask them who they know who is looking for someone like you who can be trusted. The call could be worth a $1 Million!
Work Hard & Have Fun™
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