Referral Tip

"What's going on in their life that's important to them?"

When receiving referrals from clients and centers of influence, the more you learn about the new prospect the better. You'll feel more confident calling them and you'll have a better phone call.

Here's a great question to ask your clients when they give you referrals...

"What's going on in their life that's important to them right now?"

Since money intersects all aspects of our lives, the answer to this question will often be the compelling reason why these people should meet with you. Without a compelling reason, people will unlikely give you a piece of their valuable time.

Ask this question. You'll immediately see the value.