How to get referrals when portfolios are down
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Referral Mastery Tip Series - June 2009In this issue: 1. Beyond Diversification: How to protect your clients when there is no place to hide 2. Great summer events to generate referrals 3. Use summer holidays to get referrals 4. 20th Anniversary for Referral Mastery - special free teleconferences and discounts 5. Test Your Referral IQ 6. 20th Anniversary Special Discounts 7. How to get referrals when portfolios are down
Beyond Diversification:How to protect your clients when there is no place to hide. Advisors can no longer stand by and wait for markets to recover. At a minimum, they must be proactive in protecting clients from taking major hits when markets fall. One of our clients introduced me to someone who had answers - who had tools, tactics and strategies that helped advisors protect their clients when the financial crisis hit. The simple strategy yielded positive returns in 2008 when markets were off by over 35%. Over the past 5 years, these easy-to-execute strategies have generated double digit positive annual returns while the S&P has been negative. To help you equip yourself with a set of asset protection tools, we are hosting a special tele-seminar with Bill Sherman. Bill will share some of those strategies and show advisors how they can integrate these into their practice. I am impressed with both Bill’s track record for avoiding bear markets and the ease with which his strategies can be incorporated into an advisor’s practice. Send us your contact information and we will send you the conference number. Using Summer Events to Generate ReferralsWhile summer is a difficult time to get people to seminars, it can be a great time to host events that clients want to bring friends and colleagues. To help you take advantage of the summer time to keep building your book, we have scheduled a special tele-seminar session. Our guest will be Mark Johnson who has helped advisors host hundreds of education and social events. Mark brings a rich background of experience of what to do and what NOT to do when hosting summer events. Let me know if you want to join us. It’s free for you. Just send us your contact information and we will send you the call-in number. Using Summer Holidays to Get ReferralsThe summer holidays present an easy way to find out more about your clients’ networks. A simple question can help get you started. "Who will you get to see over the holiday?" This provides a very comfortable way to learn more about friends and family. As you learn more about these people, you will be able to determine which of them you want to target for an introduction. You might even get an invitation to their family picnic where your client can introduce you. Test your Referral IQHow strong is your referral system? See for yourself by taking the Test Your Referral IQ assessment. Simply go to referralmastery.com and check the navigation at the bottom of the page. 20 Years of Referral MasteryWe are celebrating the 20th year anniversary of Referral Mastery. We are deeply grateful to our clients and partners for making this possible. We feel privileged to have been able to help tens of thousands of financial advisors across hundreds of companies generate more growth, profitability, and personal fulfillment from their businesses. THANK YOU. To celebrate, we are hosting several free tele-seminars and offering special discounts on our productivity tools at goto:referralmastery.com. Join us during our special sessions on generating referrals when portfolios are down, protecting your clients from future crashes, and how to capitalize on summer events to generate more introductions. See the dates in this newsletter. ReferralMastery.com MakeoverReferralMastery.com has been totally re-designed using new technology to provide you more tools and a more pleasant experience. In includes a self assessment, Test Your Referral IQ, blog posting and productivity tips, productivity enhancing tools, and information on our programs. Please visit referralmastery.com and give us your feedback. Let us know how we can make it even more valuable to you.
Postings on our Blog at Referralmastery.com How to Get Referrals When Portfolios FallYou are not alone if you feel squeamish when you think about asking for referrals when the client’s portfolio has fallen. From the client’s perspective, you can sound like a bloodsucker if you position the referral process as a way to grow your business. Simply asking "Who else can I help?" when clients are staring at losses is hardly motivating. When the portfolio has fallen, it is imperative that you precisely target who you want and position the referral as an act of concern. We will explore how to do this on our call on June 30 at 4:15 Eastern, 3:15 Central. Let us know if you want to join our discussion. It's a free session that is part of our 20th Anniversary celebration. Just send us your contact info mailto:info@referralmastery.com and we will be happy to have you join us. Workshop or Keynote SpeakerLooking for a keynote speaker or custom in-house seminar for your next meeting or conference? Call 800-865-2867 or 440-543-2867 You may forward this newsletter as long as you include all the contact information above. Michael Brizz, CMC Copyright 2009. Center for Professional Achievement, Inc. All rights reserved.
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