From Introductions to Impact: How To Secure Referrals With Ease

The Rainmaker Multiplier On-Demand Podcast

From Introductions to Impact: How To Secure Referrals With Ease

In This Episode

With as much as 88% of new business coming from referrals*, it’s more important than ever for financial advisors to enhance their client acquisition and retention efforts for sustainable growth.

Join host Jason L Smith, CEP®, BPC, Founder, and CEO of C2P and JL Smith, and renowned author, speaker, and consultant, Bill Cates, CSP, CPAE, as they discuss importance of referrals and introductions, and how to secure them with ease.

Together, they dissect the evolution of referral methodologies, specifically Bill’s VIPS (Value, Importance, Permission, Suggest) method™, shedding light on its relevance in today’s dynamic market and ways to adapt it for increased effectiveness.

Key topics covered:

The evolution of client engagement strategies: Reflecting on the strategies that have shaped client interactions over the past decade and anticipating future trends.
Introducing the VIPS method™: Bill elaborates on his method, focusing on its core components and principles for effective client communication:
- Value discussions: Exploring the importance of initiating value-driven conversations with clients and uncovering their unique needs and preferences.
- Treating interactions with importance: Emphasizing the significance of conveying confidence and professionalism in client engagements to build trust and credibility.
- Seeking permission to explore referrals: Delving into the art of tactfully requesting permission from clients to explore potential referrals and expand your network.
- Suggesting names and categories: Providing practical strategies for suggesting referral opportunities and leveraging existing client relationships to grow your business.
Maximizing the Impact of Introductions: how to optimize introductions, emphasizing the shift towards direct, meaningful connections over broad, non-specific referrals.
Strategies for Engaging Top-Level Clients: Insights on organizing special, interest-based events to engage clients and their acquaintances, creating a comfortable, conducive environment for introductions.
Cultivating a referral culture: Actionable tips for fostering a referral-centric culture within your practice and maximizing referral opportunities.

Join us as we delve into these critical topics and equip you with the tools and strategies needed to enhance your client engagement skills and propel your practice to new heights.

* https://www.investmentnews.com/industry-news/news/rias-need-to-get-past-their-fear-of-asking-for-referrals-237521

Resources:

The VIPS Method framework by Bill Cates
Top Advisor Podcast with Bill Cates
The Language of Referrals: The Words & Scripts Financial Professionals Use to Gain More Ideal Clients book
The Ultimate Referral System For Professionals: The Machine To Magnetically Attract All The Referrals You’ll Ever Need So You’ll Never Have To Cold Call Again!!!) book
Strategic Coach | Premier Business Coach For Entrepreneurs

About the guest host:

Jason L Smith is a nationally acclaimed speaker, financial planner, best-selling author, coach, and entrepreneur dedicated to simplifying financial planning for families worldwide and supporting advisors everywhere. He is the Founder and CEO of C2P, as well as his own holistically run financial services practice, JL Smith. Jason’s passion and expertise lie in all aspects of holistic financial planning, further evidenced by being Founder and CEO of Prosperity Capital Advisors, a nationally recognized planning-first RIA. As a skilled leader in the financial services industry, Jason truly enjoys helping advisors secure and scale their businesses and better serve clients through C2P’s trusted processes and models.

Bill Cates, CSP, CPAE, is an internationally renowned client-acquisition speaker and consultant, known for his actionable and proven strategies that have guided over 300,000 professionals, small business owners, and salespeople worldwide to establish thriving referral-based businesses. As the president of Referral Coach International and the founder of The Referral Coach Academy, he has cemented his position as a leading authority in referral strategies and client acquisition.

He is also the author of four books on referrals, including Get More Referrals Now, Don’t Keep Me a Secret, Beyond Referrals: How to Use the Perpetual Revenue System to Turn Referrals into High-Value Clients, and Radical Relevance: Reinventing Your Value Proposition to Win More Ideal Clients. His work has been featured in major publications like Success Magazine, Entrepreneur Magazine, Selling Power, the Huffington Post, The Wall Street Journal, and Money Magazine.