This week's guest is Brandon Hegg. Brandon has more than 15 years' experience in sales production, leadership, and coaching. He especially enjoys working with new financial advisors to shorten their time to productivity. During his interview, you'll discover all the details of Brandon's IPA system for incorporating referral discussions into regular conversation and a super creative way to thank clients for referrals that immediately endears you to your client and the person referred. Plus, he explains how to get better client responses and more business with one key question.

You can also get more in-depth information and added details not included in the episode from our show notes. Visit www.staypaidpodcast.com.

Connect | Resources

Email: [email protected]

LinkedIn: Brandon Hegg

Cell phone: 612-271-5536

0:00 Introduction

1:41 Brandon's business bio

3:28 A better way to ask for referrals (IPA)

4:55 Improve

6:14 Set the expectation

6:54 Praise

8:27 Ask

9:02 How when and often to ask for referrals

10:45 A different way to thank clients for referrals [Golden Nugget]

12:47 The importance of the 90-day touchpoint

13:22 You NEED to ask

14:22 Why you don't say you're busy [Golden Nugget]

15:24 Make your clients a part of your journey

17:11 Asking better questions and the limbic brain

20:02 How to tap into the limbic/emotional brain

23:11 The interplay between logic and emotion

25:15 Example 1 – effective and ineffective

28:01 Example 2 – effective and ineffective

29:36 Example 3 – effective and ineffective

30:34 Other successful lead sources for advisors

34:46 Advice Brandon would give to the younger Brandon

37:21 Action Item

To learn how to generate more referrals and repeat business, visit:

www.remindermedia.com

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