This article was written by my friend and colleague Elise Holtzman in her lawyer newsletter Tuesday Morning Counsel, and appears today with her permission. While it is written for lawyers, it will benefit any advisor who thinks he or she has too much to do: “You have to decide what your highest priorities are and…
Create a referral network with Centers of Influence by finding someone you can act with. An advisor and an attorney, for instance, can create an infinite feedback loop of referral relationships just by mutually agreeing to send clients to one another. Sandy explains how to “trade referrals” thoughtfully with COIs in this month’s Power
Dear Sandy, How do I get past my run of bad luck and get my practice back on track? It seems that every time I get close to landing a big client, something bad happens to kill the deal: My alarm clock doesn’t work and I oversleep; I forget an important document I needed
The referral conversation became uncomfortable because the advisor was uncomfortable. “Will my client think I’m needy?” You have to know that referrals are good for your clients by remembering that it’s not about you; focus instead on your desire to help. Check out Sandy’s referral trainings at https://sandyschussel.com/products. Want to make getting referrals easier? Book a fee-waived consultation with me!
“I talk to my clients occasionally about introducing me to someone they know who might need my help,” expressed Art, a matrimonial attorney I work with. “But they always tell me that they can’t think of anyone.” “Maybe that’s true,” I suggested. “Do you have a value discussion before you get on the subject of recommending you?”
Fear keeps us from asking for what we need. But more than fear, our learned response to it is what stops us in our tracks. Sandy talks about using fear, instead, to move ahead. Want some help overcoming your fears? Schedule a no-fee consultation with Sandy today!
