Summary: To program clients to understand that referring others is just part of our business relationship we need to begin with the introduction of the concept that referrals are an expectation. We then need to create ongoing top-of-mind-awareness of that expectation….but we have to deserve them too.
 Giving people the option to pass your name along to others in the form of a recommendation is comfortable however, particularly when it you acknowledge that any recommendation is conditional. The professional has to earn the right first, and there is no expectation that recommendations will be given until that has been achieved.”Tony Vidler, Financial Advisor Coach
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