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Improve Your Referral System  Using the MISC formula can help
you convert more referrals into clients.  By Bill Bachrach, CSP
It would not be an overstatement to say that most referral
systems don’t work. The primary reason is that most advisors
don’t actually ask for referrals or use any system. However, if
you’re using a system and obtaining referrals, and you’re not
satisfied with your success rate, it may be due to two simple
reasons.  First, advisors rarely gather enough information about
the people they have been referred to. To improve your success
rate, you must create a compelling reason for people to want to
take or return your calls. How do you create that compelling
reason? You find out in advance what’s important to people, and
you let them know how you can help.  The second reason for a
sluggish success rate may be that you’re not prepared to respond
to legitimate questions and concerns. If you view these as
objections, and the person yo