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More Referrals by Daryl Logullo - Issue #43
:60 seconds of business building advice
Better Referrals || More Clients || Higher Income
--- Trusted by over 100,000 Financial Professionals ---
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The *Key* to Overcoming Referral Objections---
---from Clients,CPAs, and even Attorneys !


A big question I get asked each month
from financial professionals is:

*How do I overcome referral objections?*

Let me explain.

Essentially, this is an age-old sales dilemma
grounded in one thing: fear. The person
you're asking for a referral isn't telling you they're
afraid of something.

The key to this lies first in discovering
why the person is afraid.

There are three (3) ways you do that, and I'll tell
you about them after this quick break---



________ Summer 2003 Conference Call Series ___________

"How to Attract More High Net Worth Referrals
from Attorney's & Estate Planners."

Listen and Learn...

July 2003 TeleConference Call
with Daryl Logullo

Thurs 7/31/03 4pm EST // 1pm PST

$59.00 (or less*) before Tue 7/15.
($89.00 after 7/15)

Preview here. Take $500 in bonuses.
http://www.strategic-impact.com/prod.asp?SKU=Atty

-- If you can't make the call, order a CD. --

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Okay, now on to---

The Key Concept.

1. First, eliminate fear by adding more information.
Start by telling the person: "I'm glad to hear you say that.
I know exactly what you mean," or "Thank you
for bringing that up; it's a good point."

Then slow, slow, slow--- present the information that
dispels the person's perceived problem in granting you a
referral. Be careful, and go slow.


2. Treat the referrers' objection as an *objective.*
Zig Ziglar once told me that a person's objection is
simply their *objective.* It's nothing more than them
trying to accomplish something they're not telling you.

A client, CPA or attorney is not objecting to giving
you a referral--- they just have a certain *objective*
before granting you a name. Do you know what it is?


3. Probe to see if their voiced objection is the only one.
In most cases it's not. So work towards confirmation
and reinforcement.

For example, confirm: "That's a good point to consider.
Your question is whether this is the smart thing to
do right now, isn't it?" When the person replies yes,
reinforce: "Well, you do like the program, don't you?"
You need reinforcement from the referrer.


Remember: Every instance is different. Discover the
nature of a person's resistance. If the conversation
becomes heavy--- back off. Don't ruin your chances later
by exploring too hard now.

Write me with your thoughts.

And join me for this month's excellent Conference Call.

-- Keep looking Up, Daryl L.

http://www.strategic-impact.com/prod.asp?SKU=Atty


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Copyright 2003 Strategic Impact.
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Strategic Impact
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Toll-Free (866) 826-2175


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Michael E. Brown, CFP,
Financial Advisor, Prudential Securities,
Saratoga Springs, NY

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Lee P. Thaete, ChFC, CLU, CPA,
AXA Advisors,
Kansas Branch