Carved pumkins


Halloween is just around the corner. You can feel it in the air and sense the excitement building. Kids will soon be scampering all over the neighborhood streets like a nest of honey bees disturbed by a black bear. Perhaps you have your own adult Halloween party to attend or are planning to host a mystery dinner party.


This mystical holiday tends to test our courage with scary houses, haunted hayrides and dark corn mazes that stretch over acres and acres of corn fields. Many will be heard screeching in the night through the fog only to exit their adventure in laughter with a good story to share as they overcame their fear to have a good time.


There’s no doubt that fear will sometimes get in the way of allowing you to have a good time. And as a financial advisor, fears will sometimes get in the way of allowing you to grow your practice. Many financial advisors have the fear of asking for referrals. Some fear that clients will leave them if they ask their clients for help. Still other advisors fear that they will not be able to provide adequate care to their clients if they grow too big.


Let’s focus on one fear, the fear of asking for referrals. It’s a BIG one for men AND women. Referrals are the blood in the veins of your business. You need them and the people referred to you need you. Asking for referrals gets easier when you have the right language and you’re asking the right people. The best people to ask are the best people in your life. These are the people (clients and beyond) who really love you and think you’re amazing. These people are willing to help you in any way they can. But they don’t know you need help … until you ask.


If you’re haunted by this fear, take a minute to write down five names of people who think you’re amazing. Call them up one by one and consider this language to overcome your fear: “Hi Carol. I was wondering if you could help me. I’m working to grow my practice this year and I’d love to share some information with you about who I’m looking for as clients. Could we get together for coffee?”


Some of us need that friend to go with us into the corn maze or haunted house to help push us past our fears so we can laugh in the face of them. Do you need a friend (or coach) who can help you past your business fears? Opportunity and growth is on the other side of fear. Are you brave enough to go there?


Productivity Uncorked, LLC provides referral and productivity coaching for financial advisors around the country. Visit our website at to explore our services and the value we bring to our clients.

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