Referrals are the reward and hallmark of any good business. As such, there are many scripts and approaches financial advisors will use to get new referrals. The challenge, if you ask most advisors, is the referrals they are receiving do not always meet their ideal “A” client profile. There is an inherent flub many advisors are making with affluent referrals.
There are many effective strategies for acquiring referrals and introductions from your existing clients and relationships. This holds true even in down markets or a crisis. The key is to not come off as optimistic or tone deaf, especially when your client is expecting you to focus on their needs during a crisis. What you can do is socialize the conversation and express your willingness to help people like them during this time.