Free Insurance Guide

Let’s start with the truth. Not all clients like to give referrals. For some of your clients, you could run into a burning building and save their children, and they still wouldn’t give referrals. And you know what? This has nothing to do with you. It’s their “stuff” around referrals. It’s their fear, or guardedness or past bad experience that keeps them from playing the referral game. It is not a reflection on you and your relationship with them.

What does “no” mean?When a prospect or client says “no” to you (in all the forms that “no” can take) what do you make it mean? The thing that gets a lot of advisors in trouble is that they attribute too much to that little word. They make “no” mean too

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