Asking Clients for Personal Introductions

Melchinger, John H.
June 1996
Journal of Financial Planning;Jun96, Vol. 9 Issue 3, p84
Academic Journal
This article suggests ways in which professional financial planners can enhance their interactions with their clients. There are two acceptable types of personal introductions. First, the planner and his client meet the prospect face to face and the client introduces himself. This is the best way. Second, if it is difficult to get all the three together at the same time and place, then the client is prompted to obtain the prospect's agreement to extend to the planner the courtesy of an interview. This one phrase--the courtesy of an interview works well to teach the client how to ask the prospect to see the planner. When the client answers this question positively, the planner has a commitment to making the introduction happen. Question cycle should be repeated by asking who else the client knows who fits the profile. It should be continued until the client or center indicates it's time to stop. Some clients may make work hard for one introduction, others may easily go to four, five or more, depending on how they feel. The bottom line: a planner will obtain about 1.5 personal introductions per request using this approach--and one such introduction is worth about 8 to 12 referrals in any target market.


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