Right this minute, you are probably sitting on tens of thousands, maybe hundreds of thousands of dollars worth of commissions. Most registered reps have a database of current and past clients whose potential referrals are worth several thousand additional commission dollars per month. Yet, this resource goes virtually untapped for most advisors.

Why? Simply because most reps have not learned how to successfully convert their client relationships into referral relationships. Acquiring referrals from clients is not as simple as doing a good job?and then asking for referrals. Generating a large number of highly qualified referrals from a client is a process that starts from the moment the prospect is first met, not a one-time act after the sale has been completed. It requires an understanding of what a successful referral is based on, and how to exploit the referral to insure a successful contact with the referee.

Every referral involves the interaction of three people and four relationships among those three individuals. The strength or weakness of each of these interactions will influence the success or failure of the referral for the advisor:

1. The Advisor/Client relationship: In order for the client to be willing to give a quality referral, there must have been built a strong bond of trust between the rep and the client. A client may give a referral?to someone they do not trust, but they will not give a referral to someone they know well and respect if they do not trust the salesperson. If there is only a weak bond of trust between the advisor and client, the referral?the client is likely to give will be to someone the client either believes will not meet with the advisor or someone the client does not know well or respect.

2. The clients purchasing experience: Clients will not give high quality referrals if their purchasing experience did not meet or exceed both their expectations and their priorities. All clients enter purchasing relationships with certain expectations and priorities. Expectations and priorities are not the same. A client may expect to be kept fully informed during the course of the sale and may have certain product or service functionality requirements as his top priority. In order to receive a large number of high quality referrals, the rep must make sure that they meet or exceed both the clients expectations and priorities. Despite the current parroting of the buzz phrase, exceeding the customers expectations,?meeting and exceeding client expectations is seldom accomplished. Few people take the time and effort to discuss with their client what the clients expectations and priorities arerather most reps, and companies, assume they know. At best, all they can knowingly accomplish is meeting or exceeding their expectations of what they think their client should expect.

3. The Client/Prospect relationship: The trust and respect relationship between client and referee are of great importance. The stronger the bond of trust and respect between the client and the prospect, the easier it will be for the advisor to set an appointment with and then sell the prospect. In referral selling, a great deal of the reps credibility, or lack thereof, is built on the trust and respect the prospect has for the client who made the referral. If the client/prospect bond is strong enough, the rep is virtually guaranteed a sale. On the other hand, if the bond is particularly weak, the referral is little better than a cold call. Consequently, it is of utmost importance for the advisor to know as much as possible about the clients relationship, and likely bond of trust, with the prospect.

4. The advisors initial contact with the referee: based on the client/prospect bond, the advisor must determine how best to contact the prospect to produce the greatest opportunity to acquire a meeting. The weaker the relationship between the client and the prospect, the stronger the contact method the rep should seek to employ. If the client/prospect relationship is extremely strong, virtually any contact method, including a phone call from the salesperson mentioning the clients name will suffice, but for a weak relationship, the rep must strive to use the strongest contact method possible. In descending order, from weakest to strongest, possible methods of contact include a phone call to the prospect from the advisor, an email from the client, a client letter, a client phone call, a client/prospect/advisor lunch meeting.

Fortunately, the advisor can control most of the above interactions. Only the client/prospect relationship is completely out of the reps hands. Even then, the rep can compensate for a less than ideal client/prospect relationship through using a stronger initial contact method.

If you understand the foundation of a referral, you can quickly increase your referral-based business and begin to mine that gold mine in your client database.

Paul McCordCan Easy Kid Make Money
Ebay Make Matrix Money Selling Site
Easy Fast Make Money Quick Way
Affiliate Best Make Money Program That
Advertise Free Make Money Online
Affiliate Make Money Net Program
Fast Make Money Now Online
Canada From Home In Make Money
Ways To Make Money From Home
Computer Make Money Use
Business Home Income Make Money Online Opportunity Work
From Make Money Online Survey Taking
Work From Home And Make Money For Free
Business Internet Make Marketing Money Online
Affiliate Internet Make Marketing Marketing Money Online
Fastest Make Money Online Way
make money doing survey
Make Extra Money With Survey
3 Easy Make Money Ways
Alot Fast Make Money
Ebay Make Money Online
Easy Easy Make Make Money Money Online Online Ways Ways
Business Business Business Internet Internet Make Marketing Marketing Money Opportunity Opportunity Seeker Small
make money in real estate
Easy Extra Make Money Ways
Home Make Money Quick
Make Money Over Internet
Home Internet Make Money Ways
Make Money With Prone Web Site
Fast Make Money Runescape
Make Easy Money At Home
make money paid survey
From Home Make Make Money Money Online Online Onlinedealsspotter
Fast Internet Make Money
Internet Make Money Surfing
Based Business Home Make Money Online Opportunity Work
Easy Fast Make Money Runescape Way
How You Can Make Money
College Make Money Student Ways
Earn Extra Income Uk Make Money
Com Internet Make Marketing Money Online
Make Money With A Home Business
Forumshere
How Kid Can Make Money
Credit Easy Make Money Online Ways
Canada From Home Home Make Money Work
Easy From Home Make Money Ways
From Home Make Money Online Working
Fake Make Money
Make Money From Home Uk
Earn Easy Ways To Make Money
make money fast online
Make Money Completing Survey
Easy Make Money Quick Teenager Ways
Quick Ways To Make Money Fast
Doing From Home Make Money Simple
Internet Make Money Over
Internet Hobby That Make Money
Business Earn Home Make Money Money Online Work
Business Fast Home Make Money Online
Business To Make Fast Money
Home Make Money Uk
Based Business From Home Home Make Money Online Work
Business Forumshere
Quick Easy Ways To Make Money
Best Ways To Make Quick Money
Affiliate Make Marketing Money Program
Make Money At Home Uk
Business Internet Make Money Online Opportunity System
Make Money By Surfing The Web
Internet Business Opportunity Make Money
Easy Ways To Make Money In Illinois
Best Ways To Make Extra Money
100 Ways To Make Money
Make Money Through The Internet
Car Make Money Online Selling
Internet Make Money Real
make extra money
Make Money Business Opportunity Online
Business Home Make Money Online Success Work
Make Money Penny Stock Trading
Make Money Using My Home Computer
Make Easy Money From Home
Make Money From Home
Big From In Investing Make Metal Money Natural Profits Resource
Adult Cam Make Money Web
Computer Home Make Money Use
Ebay Make Money Store
Affiliate Affiliate Make Marketing Money Program
Does Ebay Make Money
From Home Home Internet Make Money Site Terridavidosn
Computer Make Money Use
Home Loan Make Money Online Opportunity Work
Business Home Idea Make Money Online Work
Easy Make Money Ways
Make Money Online Canada
Make Money Online Trading
Make Money From Home On The Internet
Ways To Make Money Online
Easy Legal Make Money Ways