The Two Overlooked Activities that Drive Referrals

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Sustainability is the ability to maintain a process at a certain rate or level. Referral sustainability is something that many advisors want but few achieve. Referrals are either hot or old. They are elusive and unpredictable. Many advisors believe that giving clients great service is all they need to do to secure sustainable referrals.

How's that working for you?

Great service lays a solid foundation for referrals, but there’s more to securing sustainability. Let’s look at two overlooked activities you should be tracking to ensure sustainability.

Your referral activity

Years ago, a mentor of mine said to me, “If you’re happy with what’s happening to you, it’s all because of what you’re doing. At the same time, if you’re not happy with what’s happening to you, it’s all because of what you’re doing.” Think about it. Your activity (or lack thereof) creates the result you are reaping or lacking. Activity for the sake of being busy isn’t going to amount to much. It’s all about doing the right activity, again and again, with the right people that makes the difference. When you take the time to track your referral activity, you can see the patterns of what produces the results you’re looking for so that you sustainably repeat those activities. Let’s look at some examples.