The litmus test of whether or not you are creating an experience that people find exceedingly valuable can be quantified by the number of referrals you receive. Acquiring referrals has little to do with how often you ask, but rather reliant on how you make them feel.  Even more so, making an introduction happens most frequently when the client is actually surprised by how they feel about you.

The ‘surprising experience’ as defined by a multi-million dollar producing advisor – “I focus on listening more than 50% of every meeting. If I can keep this in check and not talk too much, I know that I am strengthening each relationship while I’m doing my job as their advisor. The crazy thing is – the more I don’t talk in a meeting, the more I can expect referrals from that person. It changes the way they remember me when they walk out of my office. That’s exactly the impact I want to make with every client.”

How can you create a surprising experience in your business?

Standing out from the crowd is not an easy task. But if you focus your time and energy on creating that surprising experience for each client, and focus on ways to make your meetings and interactions more about them, your clients may be more likely to share you with others.