The Supernova Multiplier

CHAPTER 12The Art of Asking for and Getting Introductions

You may feel awkward asking for introductions from your clients until you understand how your value helps not only your clients, but can potentially help their friends. Adopt the attitude that your clients want to help their friends be successful and feel secure about their savings and their retirement assets—and that you are the instrument for making that happen. We have an expression we teach during coaching: “Value given, value recognized.” My experience has been that clients are very open to giving referrals once they see the value you have created for them. You will find that you are more comfortable and that it becomes routine after you have successfully asked a couple of clients for an introduction. Consider these five important questions when preparing to ask for an introduction:

1. Are you ready to make the ask? Do your clients and your connections know that you are open for new business? Your best referral sources may be unaware that you want to add new clients like themselves unless you let them know your practice has the capacity to grow and you do that by regularly promoting introductions at your in-person meetings. You want to ensure they are on the lookout for opportunities to proactively make introductions and regularly offer your name to a friend looking for a financial advisor. Do they see the “Open for Business” sign hanging on your door?
2. Do your sources of potential referral introductions have a working ...