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Training Programs: Field Wholesalers
Referral Forest: Accelerating Client Acquisition
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I. First Thoughts and Program Objectives
- Leveraging Existing Relationship
- The Need for a Referral Process
II. The Referral Forest Process
III. Segmentation and Seeding the Forest
- 80/20 Segmentation by Total Sales
- Relationships v Production:
Identifying Ideal Advisors and
Centers of Influence
- Seeding the Forest
IV. Defining your Process
- Earning the Right to ask for a Referral
- Introductions v Referrals
- 4 Levels of Referral Hierarchy
- The Referral Process Scorecard
V. Preparing your Request
- Creating Your Referral Script
- First Draft and Practice
VI. Close Day One
I. The First Interview
- Positioning Statements
- The FastTrac Interview
- First Draft and Practice
II. Closing the Loop
- Following Up With Your Source
- Following Up With Your Referral
III. Measuring Results
- Individual and the Referral Tree
- Reseeding the Forest
IV. Program Close
- Priorities and Next Steps
VII. Program Evaluation
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