BachrachBlog

In addition to leveraging social networking channels, when asking for referrals, you might want to say something to your clients like:
“I see you brought your smart phone with you. Let’s start with the A’s and tell me any reason why you wouldn’t want to give the gift of _____ (whatever their emotion is they have stated for how they feel about working with you – having certainty about achieving your goals) to these people. Okay, who’s first?”

Anne,
The client appreciation event was absolutely fabulous! Everything went perfectly. The feedback was tremendous. As usual, Bill Bachrach did a fantastic job! I am so glad he came to speak. Thank you again for helping me to arrange this event for my clients. I think it was a fabulous launch into my whole new world of doing things.
Sincerely,
Jim den Dulk

To learn more about how to do client appreciation events, download the Client Appreciation Guidebook by going to http://www.fsspeakers.com/index.php?mode=cae_guide

To schedule Bill for a client appreciation event with your clients and prospects, contact Anne at 858-558-3200 x242.

I have noticed that some of the advisors we coach get “wrapped around the axle” when a prospect doesn’t respond the way they hoped or a client doesn’t behave the way they would like. Does this ever happen to you? This is not productive and decreases future productivity because it can cause you to be tentative the next time you approach a prospect or a client.

This mistake is akin to the tennis player or golfer who can’t get over a bad shot. You’ve seen this scenario unfold before: player hits bad shot, player smacks club or racket on the ground, player stews over it and carries negative emotions to next shot, and player proceeds to hit several more bad shots, thereby making a bad situation worse; sometimes resulting in a really bad outcome. The best professional tennis players and golfers learn to quickly put their bad shots behind them. They learn to let it go. What about you? Can you let it go?

The key lesson here is that your success or failure NEVER hinges on the decision of one potential or existing client of any kind or any size. Your success or failure hinges on your daily habits. Take a look at your habits for Client Acquisition activities, for example. So… how many referral conversations did you have today? How many self-referral conversations did you have today? How many follow-up calls did you make today? How many phone or face-to-face appointments did you conduct today? How many phone or face-to-face appointments did you schedule today for the future? Imagine what will happen to your skill and confidence when you like the answers to all of these questions!

What would happen if most work days you engaged in the right amount of client acquisition activity? What if you did this on the days when people are responding positively to you and on the days when they aren’t? What if you didn’t let the inevitable negative responses deter you from doing what will lead to getting your next Ideal Client?

You can’t eliminate bad outcomes, but you can learn to let it go. The best way to let it go is to take the next action that moves you in the direction of your goals. This is what mature professionals learn to do.

If you want to be in control of your own destiny and not at the mercy of whether or not a few individuals struggle to make decisions about hiring you or referring you, learn to let it go.

Would you like to “Wow” your clients?  Learn from our tried and true processes in event planning. Included in our guide is budgeting, site selection, check lists, how to fund your Client Appreciation Event program and more.  To download your guide book now, go to

http://www.fsspeakers.com/index.php?mode=resources.

2. Are you comfortable asking for referrals? If you’re great at what you do, you won’t be uncomfortable asking people to introduce you to others. You’d never hear someone say, “I’m a great pilot, but I wouldn’t want to ask anybody to fly with me.” When I was single, I noticed that my most attractive friends were always comfortable approaching someone they wanted to meet, and they always got a great response. In the most extreme cases, they didn’t even have to do the approaching—people would just find them. If nobody’s finding you, maybe you’re not as attractive as you think you are. Do your clients make excuses when you ask them for referrals? Do you they tell you, “I don’t know anybody who’s looking right now, but if I come across someone, I’ll let you know. Why don’t you give me a couple of your cards?”