Anita’s hands were visibly shaking as she talked about preparing for her next client review meeting.

A successful advisor in her mid-thirties, she wasn’t happy about how slowly her business was growing, and she knew exactly what she should do: ask for referrals. But, she explained, every time she tried, the words stuck in her throat. 

“What are you really afraid of?” I asked her. 

She paused. “That they’ll think I’m desperate. That I’m begging for business. That it’ll get awkward and they’ll say they can’t think of anyone—just to get me to stop asking.” Her voice dropped. “I actually had it damage a client relationship before, when I was doing what I was taught a few years ago. So I stopped. I can’t afford to lose good clients.” 

“You’re right to be afraid,” I told her. “If you’re asking for referrals.” 

Her eyes widened. 

“Here’s the thing,” I continued. “Your need for clients? That’s about the ugliest thing you can show someone. It makes everyone uncomfortable—starting with you.” 

“But what if you weren’t asking for referrals at all? What if you were offering your happiest clients a chance to be a hero to someone they love by offering them your services?” 

The Shift That Changes Everything

Here’s what most advisors miss: people don’t want to feel like they’re helping you hit your business goals. But they absolutely want to help the people they care about.

Think about it: 

• Do you provide excellent service to your clients? 
• Do your clients have friends and family who might need that same service? 
• If you don’t reach those people, what happens? They’ll Google it, DIY it, or end up with someone who treats them like a number. 

When you put it that way, don’t you deserve to be the one to help those people? Your clients have the opportunity to be a hero by making that introduction. And their loved ones deserve to work with someone who actually cares. 

So, stop asking for referrals. Start talking to your best clients about the people they care most about—and explore if and how you might be able to help them. 

Anita’s Results

Anita answered all three questions above with a resounding yes. She enrolled in my Mastering Client Introductions Group Coaching Program to learn how to have these conversations naturally and comfortably. 

The introductions started flowing almost immediately. Not because she was “good at sales.” Because she genuinely wanted to help—and her clients could feel it. 

If you’re ready to grow your practice through introductions that feel good (instead of awkward), this self-paced program with weekly group coaching support is still just $497. 

Your Turn

It will change how you think about client conversations—and how you build your business—for the rest of your career. 

Learn more and enroll HERE

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