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: 








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– Being selective about who you ask for HNW referrals

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

– Refining the process of identifying your ideal client

– Adjusting your language as you gain experience

– A surprising experience with a referral

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

Best practices to generate referrals through events

In this EXCEL Award-winning series, hear thoughts and suggestions from top MDRT members on issues that financial and insurance professionals encounter in their careers. 

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The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Examples are for educational purposes only. Copyright Million Dollar Round Table.