Referrals: The Professional Way (10 Strategies For Networking With High-Net-Worth Clients And Centers Of Influence) (10 Strategies For Networking With High-Net-Worth Clients And Centers Of Influence)

by Frank Maselli

New This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 1599711826
• ISBN13: 9781599711829
• Release Date: January 2005
• Publisher: The Frank Maselli Company
• Length: 194 Pages
• Weight: 0.95 lbs.

Customer Reviews

Hard Reset on Referral Marketing

I don't know what the previous insurance producer was getting at, but if they read the book and thought about Strategy #3 I think they'd realize that to position from strength they need to think about "the clients' total success, not only with but in other critical aspects of their world." I think the book has general networking value as well and is easy to digest. To further expand this thought for the insurance reviewer -- just bring in their favorite product specialists and split commissions on the non-insurance areas -- or even turn some portions over to other advisors that you trust, but stay involved. Then just continue to build your posse/tribe in both directions (clients and partners), but with a very specifically designed exclusivity factor. It's not about products or services, it's about helping clients, and having them help their friends by introducing you to some of them that fit your target profile (of which the client is clearly a member). Your the key helper. The quarterback. The introducer, the agent, but then so is your client. I thought the book was pretty darn good on turning off the classic first visit referral request of "know anybody else who...." to something more specific, formal, well-timed and targeted. You may get less total number of referral prospects, and get them later in the relationship, but the ones you get will probably stick and they are people you can handle well (which is what it is all about). Less is more. There are examples, scripts, a framework, timing, setting and it's very simple. The biggest challenge is the paradigm shift away from what gregarious sales reps get away with sometimes, but which is usually harmful to the relationship. This can be overtly harmful (this insurance guy seems awful pushy all of a sudden) to subliminal (he seems to want any old warm body and so I must not be getting exclusive service I believe I deserve, maybe I should talk to some other people...). Even if you've read a lot on networking and referrals, I think you would come away with something valuable here that will make you think a bit more about it, but then put some if not all of his ideas to immediate use in your practice. What's great is that it's not difficult at all, whereas the conventional referral methods seem hokey/painful/risky most of the time.

Referrals the Professional Way

It has some good ideas, but is truly directed to the investment advisor and I am in insurance. There were some takeaways.