The Inner Game of Referrals

As professional advisers, we pride ourselves in doing an extraordinary job with our clients, so why do we not ask every client for introductions or referrals? Here’s why. Last month I was working with a group of professional advisers and I made the point that referrals are crucial. In response, I received a wave of eye rolls and a consensus “of course Paul” So I then asked them if they’re actually asked for referrals and suddenly everyone broke eye contact with me and looked down. So I asked them why…

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