The key to remembering referral talking points

Leo Do Carmo • Tustin, CA
Contemporary Retirement Strategies • Foresters Equity Services

I tend to have a very direct approach with prospects, new clients, and when I am seeking referrals. I joke with people that I am getting a little bit older, and that aging makes me bolder. I believe that most people need some prodding to make a commitment to turning around their financial lives. Otherwise, inertia tends to set in, the years slip by, and they keep putting off taking the necessary financial-planning steps.

I can be pretty persuasive and usually have good success in turning a first meeting into a real prospect and ultimately a client. I attend a lot of community events and network continually. I am also not shy about asking current clients if they are satisfied with my services, and, if so, would they be willing to refer me to someone they know.

I have developed a sort of memory tool that helps me always keep top-of-mind the types of questions I will ask people in terms of potential referrals. I ask very specifically if a client can refer someone in one or more of several categories related to life events.

When I go through all of these prompts, the odds of obtaining a referral are much higher than if I had simply asked a vague, open-ended question.

TAKE ACTION

C.A.N. Y.O.U. R.E.F.E.R.

C People a client may know who are concerned about college planning.

A Someone a client knows who is working with a financial advisor but might be dissatisfied or open to a no-obligation discussion, portfolio analysis, and cost comparison.

N Newly single moms or dads who need to get their finances in order.

Y Parents with young children who need to budget and save.

O Adult children with older parents they must care for.

U Anyone who is recently unemployed, has to relocate, or is changing jobs.

R People who are already retired or retiring soon.

E Educators, professionals, administrators, church employees, small-business owners, or health workers who might want input on their 401(k)s or 403(b)s.

F Friends, family members, and loved ones who might be able to use my advice in a number of areas.

E Anyone who has experienced a major life change: death in the family, marriage, birth, buying a home.

R Someone who might be receiving an inheritance or rolling over their own retirement funds.

Disclosure: Amauri “Leo” Do Carmo is an investment advisor representative offering securities and advisory services through Foresters Equity Services Inc., member FINRA, SIPC and a registered investment advisor. Contemporary Retirement Strategies is independent of Foresters Equity Services, Inc.

Photography by Ed Carreon