Who Do Your Clients Spend Time With?

When it comes to your clients, it’s important to listen to them carefull and take notes on even the minor things they say. For example:

If your client says they went on a vacation…

• Ask who went on vacation with them.

If they mention they went on a trip with some friends of maybe their family…

• Ask more questions about who accompanied them.

It shows you’re interested and listening. But the main reason is that down the road when talking to your clients, you can casually inquire, “Any trips planned with (their friends name) this year?” This typically allows for more conversation about the friend and who they are.

I always ask if that friend has a financial advisor. Usually, my call to action for the client is to find out from their friend if we can add them to our email list, or invite them to one of our events.

This is a simple idea to get more referrals, but it works! Keep in mind that I used a vacation example, but it can be anything. Who did they see that weekend? If they went to church that weekend, ask how they found that church – often a friend will have introduced them to it.

Be sincere, ask questions to get to know your clients and those they engage with. Write down names they mention and a brief note about who they are to the client. At a later date, casually mention them again.