69: The Psychology of Referrals (Part II) with Dan Allison

*I received tons of messages and emails asking when I was doing to have Dan back on to finish our conversation from Episode 13. If you haven't listened to Episode 13, my suggestion would be to start there, because even though we recap quite a bit of that conversation in this episode, it's the kind of information that you'll want to hear more than once! How do I know? Because I've had several people tell me they've listened to the other episode 2-3 times already. Ever wondered why you don't get more referrals from your clients? Dan Allison interviewed thousands of clients to get inside their minds and better understand: What they think about referrals How they feel about referring How they would prefer you to bring it up What prevents them from referring more often Good News: Most advisors have a client base that's willing to refer. Bad News: Most clients aren't capable of executing a referral. Armed with this information, Dan Allison designed a comfortable process for advisors that creates clients who are both willing and able to refer. And once you combine the two, the referral floodgates are opened and the trajectory of your business will never be the same. In this episode, we discuss: The 5 characteristics for creating clients that are willing and able to refer The #1 reason clients say they don't refer The biggest mistakes advisors make when asking for referrals Goldmines vs Landmines: How to identify the clients you want to refer The referral mindset advisors must have The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals. *For more resources discussed in this episode, check out www.wiredplanning.com/episode69. *For more resources and insights on mastering the human side of advice, go to www.wiredplanning.com. *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn