How To Properly Ask for Referrals

What is the key to becoming referable by design, not by accident.

One is counterintuitive, and they're both easy to do here. But many advisors and professionals make the mistake of waiting until the end of the client visit to ask for the referral. You've gone over all the numbers. People are slightly tired. People kind of expect to be asked for something at the end of the visit. Instead, what I find is you want to have an agenda, and you want to have a micro moment on that agenda where you remind them of the benefit fit that you gave them. You remind them of the pain pill that you gave them to ease their pain.

The value is fundamentally a service level, which is you just have a desire to serve, and you're helping someone else understand that there's other people that they know that need to be served.