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Use the right approach and scripts to win HNW client introductions.

How do you turn business growth from a dream into a reality? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey explain how to push through reluctance and establish a time-tested system for expanding your clientele.

What can you offer clients as a way to say thank you? What item or event will get them talking about you? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey explain how to successfully utilize gifts – pending compliance approval – and other initiatives to enhance relationships and drive referrals.

Do you know how to ensure the quality of your referrals? How do you maintain reciprocity with those who refer to you? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey share techniques for establishing a productive and positive pipeline of introductions.

Episode breakdown:

0:28 – Understanding the difference between referrals and introductions
2:25 – Incorporating a scorecard into your referral process
4:45 – Establishing the criteria to judge reciprocal relationships
8:42 – Recognizing that the more you give, the more you get back
9:55 – Creating a culture of introductions

How do you make sure you are conducting yourself appropriately with clients and prospects at events? How do you adjust your approach between in-person and virtual events? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey share how you can utilize a variety of events to expand your practice.

Episode breakdown:

0:32 – Benefiting from virtual events and developing business friendship
2:45 – Establishing comfort levels for an event
5:02 – Nuances involved in managing these relationships
8:20 – Remembering to have patience and build trust
11:32 – The benefit of small events vs. large events
15:48 – Learning from mistakes at past events
18:45 – Applying these lessons to virtual events

If you want a particular type of referrals, first you need to make sure your clients know who those people are. Then you need to follow through and take time to establish relationships. In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey share how you can meet and work with more clients in the high-net-worth space.

Episode breakdown:

0:27 – Being selective about who you ask for HNW referrals
3:50 – The importance of the phrase “The timing isn’t right”
5:05 – Refining the process of identifying your ideal client
6:32 – Adjusting your language as you gain experience
8:56 – A surprising experience with a referral
10:52 – Making sure valued clients don’t think you don’t want to work with them anymore