The Human Side of Money 13: Dan Allison | The Psychology of Referrals
You’ve heard countless trainings and presentations on the power of referrals and how to get them. In this episode, we’re approaching referrals in a new way: through the lens of psychology.
Imagine being able to get inside the minds of your clients to better understand what they think about referrals, how they feel about referring, how they would prefer you to bring it up with them, and maybe most importantly, what they identify as the most common barriers to referring more often.
That’s exactly what Dan Allison did. Relying on his background in clinical and behavioral psychology, Dan interviewed thousands of clients, asking them those exact questions to help better understand the psychology of getting more referrals.
We discuss:
- How to bring up the referral conversation in a comfortable way based on what the clients wants
- The big mistake most advisors make (but don’t realize it) when asking for referrals
- The one question that every firm should ask to instantly boost their referability
- How to ensure you get referrals when someone passively hands out your information
- What 60% of clients say when asked the reason why they don’t refer and what they say when asked why they do refer
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About our Guest:
Dan Allison is a speaker and the founder and President of The Feedback Marketing Group, a consulting firm helping large organizations and individual professionals implement a system to duplicate their top clients and attract more quality prospects. Dan has drawn on his background in psychology to gain an understanding of thousands of the kinds of clients all financial professionals would like to work with. This has made him one of the industry’s leading authorities on referral behavior.