How the Most Referrable Firms Convert Clients

Transcript: The most referable firms don't just get more referrals. They close more of the referrals they receive specifically 75% or more of the referrals they receive become clients. They do this by telling their clients and COIs how they would prefer to be introduced. Note, this should be part of your referral seed. They also have a formal follow-up process with referrals and referees. They use their CRM to capture referrals, including the source of each referral, and use it to manage a predefined follow-up process once they get an initial meeting. Almost 70% of the most referable firms use a formal predefined experience with prospects. Two thirds even have a defined set of questions they ask during a prospect meeting. The most referable firms leave almost nothing to chance. They have a plan process and refine it until they figure out what works and then do that over and over again.