If you want a particular type of referrals, first you need to make sure your clients know who those people are. Then you need to follow through and take time to establish relationships. In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey share how you can meet and work with more clients in the high-net-worth space.

Episode breakdown:

0:27 – Being selective about who you ask for HNW referrals

3:50 – The importance of the phrase “The timing isn’t right”

5:05 – Refining the process of identifying your ideal client

6:32 – Adjusting your language as you gain experience

8:56 – A surprising experience with a referral

10:52 – Making sure valued clients don’t think you don’t want to work with them anymore

Listen to the monthly series, MDRT Presents: @mdrtpresents