Make Leads Feel Like They’ve Been Referred to You

Which would you rather have?  A lead or a referral?  Duh, a referral.  But of course, leads are much easier to get. 

So, what if you could make a lead feel like a referral?  Would that be good?  Of course.  It takes some work, but it is worth it.

Here’s how you do it.  Create value-based offers like white papers, videos, podcasts, webinars, seminars, and research.

Now:

  1. Touch your prospects with these value-based offers over time in multiple ways
  2. Communicate with them 1-to-1 via snail mail, email, texts and phone calls about these offers
  3. Make your offer to meet about providing value… INSTEAD OF being about their money and investments

By providing your prospects a consistent flow of value-based information, you instill a sense of trust that your prospects will willingly give you and your firm.  Little by little that trust grows and it takes on the same type of power that makes referrals so valuable.  TRUST.

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