Model Beats Mindset
Accountants Get Referrals. It’s the nature of the beast.
But for most of us, it comes in ‘by accident’.
Sometimes we remember to ask, but on the whole, for most of us it is a matter of “if you’re born with the ‘gift of the gab’, you’ll be great at asking for referrals” – and so we continue to believe that it is only reserved for the lucky few.
And so we continue to believe that it all comes down to mindset.
If only we – and our team – had the right mindset, then we will ask for more referrals – and GET more referrals.
But that is exactly where it all goes wrong.
Because if we don’t have the right model (or system) in our practice to support ‘asking for referrals’, it will always be an ad-hoc exercise with unpredictable results.
The model in your practice. The systems you set up around ‘asking for referrals’.
It makes all the difference.
Step away from ‘mindset’ (when we remember) to ‘model’ (just follow the system).
Model beats mindset.
Systemising Your Referrals Process
Most accountants think that there is just one main way to ask for referrals…
But if you build a system around this, you want to embed it in a number of different places throughout your practice.
You want to ‘plant seeds’ on a constant basis.
In systemising your referrals process ask yourself if you have it written down on:
– Almost every document your clients see?
– Customer satisfaction surveys?
– Year-end agendas?
– Correspondence letters?
– Email footers?
– Referral letters?
How Might This Help?
If you did have this systemised in your practice so that the seeds are constantly planted, how much more awareness would your clients have of referrals for you?
And what might that do for you when you get to actually ask the question?
(Note: Are you tired of always looking for one more client? You’re not alone… Accountants who implement The Referrals Maximiser generate between 5-16 referrals every week without being pushy and damaging client relationships. This guide will show you the exact 3 step process you need to maximise your referrals)