How to be referred to more high-net-worth clients

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How to be referred to more high-net-worth clients

Oct 01 2021 / MDRT Podcast

LISTEN 00:14:09

How to be referred to more high-net-worth clients

If you want a particular type of referrals, first you need to make sure your clients know who those people are. Then you need to follow through and take time to establish relationships. In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey share how you can meet and work with more clients in the high-net-worth space.

Episode breakdown:

0:27 – Being selective about who you ask for HNW referrals
3:50 – The importance of the phrase “The timing isn’t right”
5:05 – Refining the process of identifying your ideal client
6:32 – Adjusting your language as you gain experience
8:56 – A surprising experience with a referral
10:52 – Making sure valued clients don’t think you don’t want to work with them anymore

By MDRT Podcast

Topics Covered

Referrals

AUTHOR

MDRT Podcast

Featured in this audio

Bill Cates has been teaching professionals and companies for more than 25 years about how to grow their businesses exponentially by leveraging the power of referrals, introductions and communicating compelling value. Cates has also been featured in many publications and programs, including The Wall Street Journal, ABC Business Report and more.

Tristan Karl Robert Hartey

Tristan Karl Robert Hartey is the managing director of his family firm and CEO of a U.K.-based DFM. With more than 10 years of experience within the wealth management industry, Hartey has written articles on financial planning for the U.K. Parliament as well as for U.S. and Australian publications. He is also a member of the Leaders Council of Great Britain and Northern Ireland.