Want Referrals? Put These 20 Things on Your Calendar in 2017

Posted on January 30, 2017 by Mike Kaselnak

Clients don’t refer to you because you have great products or you got them a good rate of return… they refer to you because they love you!  Put these 20 “to-dos” on your calendar to show your clients that you love them… and they’ll share your love with others… i.e. give you referrals.

20 Easy Ways to Let Clients Want to Refer People to You

  1. Send them HANDWRITTEN notes or postcards… at least once a quarter
  2. Sing them Happy Birthday on their VM… no matter how bad your voice is… or how hokey you feel
  3. Track your best clients on the LinkedIn feed that notifies you when your client is in the news… and let them know you saw the article
  4. Call them at Thanksgiving and let them know how grateful you are to have them in your life
  5. Send them news or helpful information about their interests
  6. Send them news about their Alma Mater
  7. Donate your time and money to a cause they believe in
  8. Send them a funny video and why it made you think of them
  9. Take them on a Christmas Lights Tour with the rest of your clients and sing Carols and share hot cider and cookies
  10. Take them to lunch or dinner
  11. Host a Birthday lunch for them and their friends
  12. Call and ask what they wish your company would do for them
  13. Call them before the 4th or Memorial Day and ask what they are doing… and then wish them a fun safe holiday
  14. Call and ask them for advice… or invite them to be part of an exclusive client advisory board
  15. Share the things they share on their Social Media channels
  16. Have their name on the marquee when they come for their appointment
  17. Have their favorite “Keurig” beverage waiting for them at their appointment
  18. Listen and be more interested in what they have to say, rather than making them listen to what you want to say
  19. Drop by with baked goods or a 6-pack of beer on the way home from work… a little gift that goes a long way
  20. Remember the names of their kids and grandkids… and what they are doing in their lives

The only way people know you love them is to show it… the only way people are going to refer is if they feel loved.

About Mike Kaselnak

Michael Kaselnak is considered one of the top marketing and sales experts in the financial services industry. He has personally mentored over 300 financial advisors in the past 10 years. These financial advisors saw their average production increase by 62%. Many saw increases of over 300 percent. He writes articles that have appeared in many mainstream magazines and has written the popular report 300 Financial Headlines that sell.
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