Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients

More Introductions! More Appointments! More Clients!You face four hurdles to gaining new clients: finding enough of the right prospects, getting their attention, making the sale, and multiplying your clients through referrals. While referrals are important, they're not the endgame. Beyond Referrals helps you turn referrals into introductions, appointments, and sales--showing you how to turn referrals into introductions to the prospects who are eager to hear from you. Then, you'll learn proven ways to convert a high percentage of prospects into high-value clients. "Bill's referral system is being used throughout our company because the results are undeniable. He has truly revolutionized the way our advisors are acquiring new clients through referrals. This book will turbocharge your client acquisition!" -- JOE JORDAN, Senior Vice President, MetLife "Beyond Referrals is a gold mine of value-based, profit-creating information. Utilizing Bill's Perpetual Revenue System, we learn that obtaining the referral is only the first step in an ongoing and very profitable cycle." -- BOB BURG, coauthor of The Go-Giver and author of Endless Referrals "Beyond Referrals explains how to avoid leaving money on the table from what I call the 'secondsale.' You can read this book and double your business, or you can merely work twice as hard. That's not much of a choice." -- ALAN WEISS, PhD, author of Million Dollar Consulting and Million Dollar Referrals This is the ultimate blueprint for converting referrals into clients." -- Ivan Misner, PhD, New York Times bestselling author and founder of BNI

Table of Contents:
CONTENTS FOREWORD v i i PREFACE x ACKNOWLEDGMENTS x i i i INTRODUCTION 1 SECTION I Get More Referrals: Leverage Your Successful Relationships 7 1 Your Referral Mindset 9 2 Enhance Your Referability 17 3 Promote Referrals 27 4 Ask for Referrals 39 5 Create “Word of Internet” 67 SECTION II Get More Introductions: Create Connections to Your New Prospects 79 6 Introduction Basics 81 7 Securing Effective Introductions 89 8 Event Marketing 99 SECTION III Get More Appointments: Reach Your New Prospects and Begin the Conversation 113 9 Crafting Your Approach 115 10 Contacting Referral Prospects 131 11 Staying in Touch with Prospects 153 SECTION IV Get More Clients: Confirm the NewRelationship with High-Value Clients 163 12 Building Trust 167 13 Asking the Right Questions 177 14 Creating an Effective Sales Process 185 15 Talking About Your Value 197 16 Dealing Effectively with Objections 215 17 Asking for the Business 221 APPENDIX 1 What’s Your Re fe rral Confidence Quotient? 225 APPENDIX 2 Professionals Never Stop Practicing 228 APPENDIX 3 Get Your Assistant or Staff Involved 231

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