Casting a wider net (asking for anyone and everyone) isnβt going to catch more fish (prospects / referrals)
Jul 11, 2023I don't know who needs to hear this...
Actually, I DO know who needs to hear this.
YOU need to hear this, lol.
Casting a wider net (asking for anyone and everyone) isn’t going to catch more fish (prospects / referrals)
In fact, casting wider net is very likely the reason WHY you aren’t getting the quantity and/or quality of referrals that you truly desire.
Does your prospecting go something like this?
You: Hey Matt [client], did you find this meeting helpful?
Matt [Client]: Yes! Super helpful
You: Awesome! I’d love to spend a minute brainstorming people in your world that you think would benefit from a conversation like this.
Who do you know that’s just like you – that you think would be open to connecting?
My team works with people in the medical market, we also work with sales executives, and business owners. Who do you know that fits these categories?
Matt [Client]: Ah, happy to help you! Let me think about it and get back to you!
You: *silently thinking: WTF!* π°
If you’re reading this and thinking – dang, that does kind of sound like me…
I want to share a simple truth with you.
When you have a vague “ask” for referrals, or if you provide multiple different categories of “people your team works with”…
Your client actually DOES need to think about the answer π°π°π°
You’ve overwhelmed them with too much THINKING >> and have caught them in paralysis by analysis.
This is one of the most accurate things when it comes to prospecting (which is just learning how to become better at marketing) – but also one of the most difficult to truly adopt.
The more specific you can be, the better off you will be in getting referrals.
Let me say that differently.
π₯ The more specific you can be, the EASIER you make it for your client to refer you business.
This simple truth >> if you choose to adopt it and shift your prospecting, will have a MASSIVE impact on your effectiveness.
Period.
The reason this feels difficult, though, is because our brains do this tricky thing when we contemplate becoming more narrowly focused in our ask.
Our brains think: By being more focused in my ask, I’m losing out on opportunity to get referrals!!
And the truth is – you actually MIGHT cut out some potential referrals.
But….
In the way I think (and teach) about it….
Prospecting (aka asking for referrals) is about saying NO to certain people and YES PLEASE to the RIGHT people.
This mindset (and ultimately tactical) shift can be the difference between doing $100k of premium on 100 lives and doing $300k of premium on 100 lives.
π The “SELECTING” of referrals is what differentiates the people doing $300k+ vs. the people doing $100k.
Prospecting isn’t about hard work, determination, and willpower.
Those things can get you to $100k, or even $200k.
But to get to $300k+ and NOT be working 5-7 days a week…
Your prospecting must evolve beyond that.
π₯ And the evolution is going from “I’ll work with anyone!” to “I have a specific target market, understand their pain points, and my clients regularly refer me A+ prospects”
^^ Sound vibey AF?
π€― It’s the exact shift I made from 2019 where I did $288k of premium on 130 lives (working 6 days a week) vs. 2021 where I did $315k of premium on 50 lives (working 2 days a week).
If the above resonates with you and you want to go deeper >>
π The Financial Advisor Academy - my signature online coaching program - might be a good fit for you.
π Check out the details here >> https://www.scottietaylorjr.com/financial-advisor-academy
The program is invite-only (you must be accepted into the program), so if you’re interested, DM me and let’s see if you’re a fit.
I also host free-trainings to teach my exact prospecting system >>
π To be invited to the next training, sign up for my email list here: https://scottietaylorjr.ck.page/advisoremail
Scottie
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