Can I trust you to take care of my friends and my family? If you want to drive high-value referral business, it really comes down to trust. Trust is a feeling. It’s an emotion that has to be created, but it’s also one of the most powerful emotions there is for motivating us to do something.

Think about the people you trust. What are you willing to do because you trust them that you otherwise would not be willing to do well. When it comes to a clientele, trust has a formula and it comes down to this. Trust equals care plus credibility. If I know that you care about me, I don’t have to worry about whether you’re going to put your needs first or whether you’re going to neglect me and if I know that you’re credible, I’m confident that you’re able to take care of my financial needs and helped me put my financial house in order.

So if you want to drive lots of referral business, your conversations have to convey trust. They have to convey care and credibility and it has to be genuine because if it’s just a gimmick to try to get them to buy something, they’re going to smell that and then you’re going to get almost zero high-value referral business, so if you build trust, you will get referrals. Of course, you’ll also get higher value business and lots of repeat business so it’s a win all the way around. Try that on and let us know how it works and of course, we’re here to help.