Learn how to use referrals. I just don't feel comfortable asking my clients for leads. The truth is that your clients think you are already extremely successful. You project this image as you sell yourself. I never before realized he wanted or needed them.
Many salespeople use effective referral-generating techniques.
Some, like Dennis Renter, a Newport Beach, California financial planner, hand out cards to clients offering free estate evaluations for clients to give to their friends. Ron's technique focuses on asking for referrals during the closing process. At the point Ron closes the prospect, he takes an application from his briefcase and explains that he needs some information. He admitted to me that he usually has enough details already to fill out the app, but the request sets the stage for gaining referrals. When he's working with a married couple, he usually asks the husband to answer selective details, and then gives the wife a piece of paper and a pen.