The top Financial Planners would suggest that they get most of their business from client referrals. Research also suggests that most Financial Planners are not as effective as they might be in seeking client advocacy and turning a great service into more business opportunities. This book gets to the heart of what is required to add to your productivity and bottom line doing what you do best!”
~ Nick Cann ACIB, CFP – Chief Executive – Institute of Financial Planning, UK.
Do you have written referral goals? Are you educating your clients and prospects what a quality referral looks like for your business? Do you understand the “Rule of Reciprocation”? Are you overlooking the best referral source you have? Are you setting the expectation for referrals with your clients? Are you getting referrals from more than 10% of your clients? How would you like to push that to 60%!? Whether you are new to sales or if you have years of experience, Fearless Referrals is an easy-to-use practical guide for every person looking to dramatically increase your referral stream. It will take you beyond your current skill set to show you how to reach greater levels of success! "
~ Jon Voegele, Regional Vice President of Agency, COUNTRY Financial
I have lost count of the number of times in my 25 year career that I have been told, “Don’t forget to ask for referrals!” However, Matt is the ONLY PERSON who has ever taught me the who, what, when, where and why of how to do so successfully.”
~ Robert T. Watral, Financial Advisor
Ameriprise Financial Services, Inc. Raleigh, NC
For those professionals who have struggled with – or aspire to improve – their business development results, here’s a book that should be read, re-read, and put into practice. Fearless Referrals contains step-by-step guidance to ask for, and obtain, more and higher quality referrals. Since implementing the “6 Steps”, my referral volume has at least doubled, with a significant increase in referral quality.”
~ Eric Roddiger,
Crutchfield Capital Corporation
Houston, Texas, United States
I have been a practicing CPA and attorney for the past 43 years, the result of which I have extensive experience in the business world. That experience has been primarily to represent individuals and businesses in the area of tax controversy (i.e., problems with the Internal Revenue Service and Illinois Department of Revenue). In recent years, I have expanded my professional practice into the area of providing unique estate tax and income tax savings strategies. Thus, I had the need to market a different form of services.
Before I met Matt, I had been working toward how to achieve my goals relative to the new services with another business coach, but I was seriously considering to visit a psychiatrist because over a two-year period, I had encountered so many rejections and so many refusals to refer business from individuals whom I considered friends. I have been in the business world for 50 years, and I had no clue for the reasons behind my recent lack of success. During the short period I have known Matt and read Fearless Referrals, my success rate has been dramatic, and maybe more important, I have a lot more confidence in my ability to succeed. I have focused on a particular group of potential referrals – namely, CPA firm partners – and they have responded with quality referrals.
Among the valuable lessons that Matt and Fearless Referrals have taught me is that it is more important to explain to a referral source the value I can provide to them and their client other than the amount of their financial reward if they do business with me. I previously solely focused on giving them a financial incentive to provide a referral. I look forward to a long-term working relationship with Matt."
~ Michael H. Moss, Attorney at Law, Chicago, IL
Matt Anderson's Fearless Referrals is a true step by step guide to a process many salespeople find challenging. It covers not just asking for referrals, but the deeper concepts of earning referrals and a system to keep them coming. These are steps often left out by even seasoned professionals."
~ Mike Ward
Regional Sales Manager
US Bank - Business Banking, Milwaukee, WI.
We all know that word of mouth referrals are the least expensive marketing strategy that exists. What I’ve found is that it’s the least used because it’s the least understood. Fearless Referrals helped my agents and me focus on existing, satisfied clients who were waiting to be asked to help. Sharing a great experience with a neighbor, co-worker, fellow church member, family member, or golf partner is easy – as long as we solicit our clients for help and coach them on what to say. The practices learned in this book are transferrable to any small business owner, and if the word tracks and processes are implemented, they will undoubtedly affect gross income in a positive way…just as they have for many of the agents who I’ve worked with over the years. "
~ Tim Topoll, ChFC, CLU, CASL,
Agency Field Executive
State Farm Insurance Madison, WI (USA)
Fearless referrals is the best business book I have read. It covers many aspects of how to run a successful business as well as simple techniques for getting referrals from clients.
In the past, I was unsure about asking for referrals because I didn’t know if they appreciated the work I had done or if they thought I did a good job. Now I just ask them straight out what benefit they got from the work we have done. This adds deposits to the “emotional bank account” and makes it easier for me to ask for referrals.
The most important lesson I learnt from Matt’s book is to target the referrals you want. “Feel free to recommend your friends and family” is too general. I listen to my clients and pick up on anyone that they talk about. Later, I will ask the client to recommend me to these specific people. This approach has worked for me with great success."
~ Steven Barrett,
Signature Financial Planning Dublin, Ireland
I received eight referrals the first time that I used the wisdom contained in Matt’s Fearless Referrals. Fearless Referrals contains an integrated step by step system to keep you on the path to get you the referrals that are there for the asking from your best clients. Reading this book and creating your written referral script will increase your business over and above any other marketing activity that you are taking.”
~ Simon Reilly,
Financial Advisor and Investment Advisor Coach, Speaker & Writer
Leading Advisor, Inc. Parksville, British Columbia, Canada