Referrals. They’re the number one way to grow, require little financial expense, and result in extremely valuable clients. Simply put, referrals are your most effective form of acquiring new clients. So why is it so hard to ask for them? Few advisors know how to ask for referrals without coming across as being pushy, so they avoid asking. At the same time, the value of a good referral crushes all other sales tactics.
On this Elementality, Carl and Abby reveal how to get referrals without being overly pushy. The first step is identifying your ideal clients since you want to replicate those relationships. Then build your foundation with an approach that excites those clients to join with you in growing your business.
Podcast Transcript
Carl Richards:
I know you didn’t mean it this way, but the question, “Who can you introduce me to?” Is exactly what we’re not.
Abby Morton:
Yes.
Carl Richards:
The feeling we’re not trying to get across, right?
Abby Morton:
Right. Right.
Carl Richards:
It’s yeah, “Hey, who can you introduce me to?” It’s more like, “I wanna work with more people like you, I’ve really enjoyed it,” and particularly the niche, the problem I wanna solve.
Abby Morton:
Yeah.
Carl Richards:
If you were me, how would you go about it? And you’re open to the… You really have to be like, you have no agenda. Because I would have never imagined breakfast meetings.
Abby Morton:
Right.
Carl Richards:
I would have never imagined skiing or golfing.
Jordan Haines:
Welcome to Elementality. Each episode, we will explore the challenges and the opportunities faced by financial advisors and how advisors can use elements to grow their business and serve their clients better. We hope you enjoy this episode.
Abby Morton:
Welcome to Elementality today, I’m your host, Abby Morton, here with Carl.
Carl Richards:
Hi, Abby.
Abby Morton:
So excited to talk about some more marketing tactics.
Carl Richards:
Yeah.
Abby Morton:
And how we can power them up. Today, I wanna talk about something very specific, and I’ve had some insight into some things you’ve done over at the… I’m sorry, over at the Society of Advice, you have created this whole workshop around referrals and what does that mean. And the little snippet that I read actually today, about it was something about how it’s almost like the number one tactic that advisors can use or some practices only grow through referrals. Yeah, it’s so hard to do, right? It’s hard and it can feel icky and wrong, and when you think of those Northwestern Mutual salesmen, you just think like, “I will never do that.”
Carl Richards:
Yeah. Yeah. Yeah.
Abby Morton:
So let’s talk about how today we can do it in a very tactful way.
Carl Richards:
Yeah.
Abby Morton:
And I think you, as I’ve looked at your course, I’ve kinda come up with a very tactful way that I think is unique and different and really works.
Carl Richards:
Yeah.
Abby Morton:
So let’s talk through that.
Carl Richards:
Yeah.
Abby Morton:
How do you think that initially… Like how do you start asking for referrals in a way that doesn’t feel like that icky salesmen?
Carl Richards:
Yeah, yeah. So, maybe it’s important just to understand quickly, it feels like the way… At least the way I was taught to do this was something like… And I can remember very specifically in an office not far from here, actually, one of my biggest, most important clients, I sat down with him is… Let’s just call him David. And I remember saying to him what I was taught, which was just, I’m uncomfortable even talking about this, let alone the fact that I said it. I said, “David, this is what I was taught, you pay me two ways. One is the fees you pay me, and the other is by introducing me to your friends and family.”
Abby Morton:
Oh, wow.
[laughter]
Carl Richards:
That’s what I was taught. And David was like…
Abby Morton:
And I think most were taught that…
Carl Richards:
Something like that.
Abby Morton:
Same way, right?
Carl Richards:
Yeah, yeah, for sure, you can… There’s a million variations of that, but the idea, the consistent idea is, “I’m gonna put a burden on to the client that they did not sign up for, and it’s not comfortable at all”. And David said, “Let me get something straight with you right now, I pay you in exactly one way. And if you want me to pay someone else that one way, I’d be happy to.”
Abby Morton:
Wow.
Carl Richards:
And I was like, “Got it. I won’t ask that question ever again,” so that was my introduction to how to ask for referrals, and it’s like, “Yeah.” And then the other thing that’s important to understand here is, you ask most advisors how they get their number one source of new business, they’ll say referrals, and then you say, “How do you do it?” And they’ll say, “I don’t know, people just call.” Like so.
Abby Morton:
It’s true. Yeah.
Carl Richards:
Let’s get this right, your number one source of the most important thing in your business is new clients, and the number one source of new clients, you don’t know how it works. It’s like some weird black box.
Abby Morton:
Just magic, right?
Carl Richards:
Yeah, yeah.
Abby Morton:
It just happens.
Carl Richards:
So, I think we’re all like we all kind of share that. So the way I approach this, and I’m positive, somebody taught me this, none of these ideas are mine.
Abby Morton:
Yeah.
Carl Richards:
And if I knew exactly who it was, I would give them credit. But there’s so many people over the years that have been so helpful to me, but it was just a simple question, right? And again, it goes back to this idea of curiosity, if referrals, if somebody… If I have a happy client that I like working with, I want to replicate them, I’d like more people just like them.
Abby Morton:
Who wouldn’t, right?
Carl Richards:
Yeah. So, if introduction… If them introducing somebody to me is good for me, and it’s good for the person who’s getting introduced because that’s the best way to meet an advisor. Right? Well, who would know better how to do that than my client?
Abby Morton:
Yeah.
Carl Richards:
So I was like, “Well, what if I just asked them?” And the question… And again, I believe I was taught this question, that I went and asked, and here’s what I would say. Again, use coffee is another excuse, right? Because there’s no time limit.
Abby Morton:
So important.
Carl Richards:
I don’t care. It’s the concept.
Abby Morton:
If you learn one thing from these episodes, it’s just ask someone for coffee, right?
Carl Richards:
It’s lower the pressure.
Abby Morton:
Yes, I like that.
Carl Richards:
At every single place. Give yourself… I’m trying to leave myself and listeners, no place to hide…
Abby Morton:
Yeah.
Carl Richards:
Right? So, these are just a series of righteous tricks, all of these marketing concepts are a series of righteous tricks, to get you to play in traffic, that’s it. ‘Cause I don’t care what you do, breakfast meeting, email list, white paper, Twitter, who care? As long as you do it consistently, you will get results.
Abby Morton:
Yeah.
Carl Richards:
So, this is the same thing. So, let’s just say that I’ve got a client named Sue, and I really like working with Sue. And let’s say… Let’s just add in the niche thing, just to make it consistent, let’s say that Sue is an entrepreneur that’s had a successful exit over 10 million, and that’s who I wanna work with.
Abby Morton:
Okay.
Carl Richards:
So I ask Sue, “Hey Sue, we’re making some changes. Were considering some changes in the way that we go about… ” and you can insert the word marketing or business development.
Abby Morton:
Okay.
Carl Richards:
“We’re making some changes in the way we go about business development here at the firm, and I’d love to get your advice. Could we meet for coffee sometime for just 10 minutes, I ask you some questions?” This is very similar to the question that I would use like around a white paper, but just the little difference is we’re making some changes. I used to just say we’re considering some changes at the firm and that led to like, what kind of changes?
Abby Morton:
Yeah.
Carl Richards:
So now I just insert like around how we… New acquisition, business development.
Abby Morton:
Yeah.
Carl Richards:
That seems to be the word everybody kind of likes. It sounds a little better than marketing. We’re making some changes around business development.
Abby Morton:
Okay.
Carl Richards:
But how we go about business development, I’d love to get your advice. So Sue says, “Sure.” So don’t ask anybody who’d say no, right? Make it easy on yourself. Only ask people who respect you or like you.
Abby Morton:
Well, and I want to come back to Sue as a current client of yours that you like.
Carl Richards:
Yeah. That you’d love more of.
Abby Morton:
And you want to do more work with people like Sue.
Carl Richards:
People like that. Yeah, exactly. Now it could be, if you don’t have any clients, like maybe you have 100 clients and you don’t want to replicate any of them, [laughter] because some of us have been in that situation. You could have a friend that is the type of client you’d like and would be a client other than the fact that they’re a close friend.
Abby Morton:
Yeah.
Carl Richards:
It could be your brother-in-law who, for whatever reason, you don’t wanna work with your brother-in-law, good idea. Right? But they’re the kind of person that, except for the fact that they’re brothers, so it could be, but let’s just stick with clients. Sue’s a client, I’d like more people like you. So you show up and Sue you sit down and you say, “Sue, thanks so much for taking the time,” and you’re just honest. And you say, “Sue, I’ve really enjoyed it.” Now, none of this can be lies. So if you haven’t enjoyed working with Sue, don’t ask Sue. Right? I’ve really enjoyed working with you, and I would love more clients just like you. If you were me, how would you go about that?
Abby Morton:
And you’re turning the responsibility back on you, right?
Carl Richards:
Yeah.
Abby Morton:
Because that’s where in your first story it went wrong, is you put all the pressure on the client.
Carl Richards:
Yeah. Yeah.
Abby Morton:
You send me these list of names. Right?
Carl Richards:
Yeah. Can you make a list of your friends and family?
Abby Morton:Yeah. And who can I reach out to?
Carl Richards:
Yeah.
Abby Morton:
Whereas now you’re saying, “Sue, I like working with you. I think you’re so great. I want more people just like you.” What can I do to run into those people or to find out more where they live…
Carl Richards:
Yeah. That’s exactly right.
Abby Morton:
Read, work, what do they do? How can I find them?
Carl Richards:
Yeah, super smart. So you’re not going into this, by the way. And I think the same posture as if you were writing a white paper or something like that, the same posture would be curious, right?
Abby Morton:
Right.
Carl Richards:
Investigative journalist, academic. You’re actually not trying to get Sue to introduce you to somebody. That’s not the goal. You don’t have a goal. Because I’m gonna tell you, I’ll tell you a couple stories where the goal… Like I would have never considered that and it was so much better than anything I would have considered. The golden response here is not necessarily, “I was just talking to Jack, you should meet Jack.” The golden response could be way bigger, way better. And so you… And I just want you to consider… Well, we’ll get through it, but I want you to consider worst case outcomes here in a minute.
Carl Richards:
So we asked Sue, “I enjoyed working with you, it’s been great. I’d love more clients just like you.” If you were me, how would you go about that? And then you’re just quiet. And that is a really good question, which by definition, most people have not been asked before. So I’m not actually interested in questions I know the answer to.
Abby Morton:
Yeah.
Carl Richards:
I don’t know the answer to this question. And Sue may not either. And so that silence in this next moment is gonna be… Could feel awkward, but don’t take it as awkward, take it as a sign you asked a really good question.
Abby Morton:
Yeah.
Carl Richards:
Because Sue will be like, “Oh, that’s a… ” And she might even say, “My favorite response was, gosh, that’s a really good question.”
Abby Morton:
Yeah, start counting in your head to 10 or 15 so that you don’t talk. [chuckle]
Carl Richards:
Yeah. Yeah, just allow it to sit there. And then there are some things you could do to prompt. So let me take you through a couple examples.
Abby Morton:
Yeah.
Carl Richards:
So response number one, let’s do worst case first, is, gosh I have no idea. I mean I just never even thought about it. When you get response number one, you can either pull the ripcord, because remember it’s just coffee, and you can say, “Oh, yeah, that… Yeah, I mean, look, I realize that’s a new question.”
Carl Richards:
So give it some thought. If anything comes to mind, just shoot me an email. How are the kids? I’m not suggesting pulling the ripcord. I’m just saying, what would be wrong?
Abby Morton:
Your first one might be awkward, and you might be new at this, and you might want to pull that ripcord and just get out of there. Right?
Carl Richards:
And what happens if somebody felt like you respected them enough to ask them, you didn’t make them feel gross. The worst outcome is, gosh, there’s two things happen.
Abby Morton:
Yeah.
Carl Richards:
In the worst outcome is, and this will happen… You do this 10 times. Again this is a 10-time rule. You do this 10 times and at least two people will say, “Oh I didn’t know you wanted new clients.” At least two.
Abby Morton:
Totally.
Carl Richards:
Right? And so you’ll have, the worst outcome is Sue now knows that you’re interested in new clients just like her. Now, remember the niche, you can’t say, “Sue I’ve loved working with you, and I would love to work with more entrepreneurs with a successful exit just like you.” Right? Now she knows you would like more entrepreneurs with a successful exit just like you.
Abby Morton:
Right.
Carl Richards:
And she feels… If you do this the way I just described it, she feels honored you would ask.
Abby Morton:
Totally.
Carl Richards:
And then you spend 10 minutes talking about the weather, how the ski season was, what’s going on with the kids. “Okay. Cool, hey by the way just let me know, you can always just email me. Thanks Sue.” Boom. There’s nothing bad about that.
Abby Morton:
No, nothing.
Carl Richards:
There’s nothing, and if you did that 10 times and you had that result in all 10, which you won’t, it still would produce results. Right?
Abby Morton:
Yeah, exactly.
Carl Richards:
So that’s how come… Now, the other version of that like, I have no idea. I got to the point where I actually love that I have no idea because I could test an idea, and the way I’d test an idea is just say, “Hey I met with John who similar… ” I just met with somebody else about the same thing and asked them and they said that they… And like insert like one of my favorite ideas which we may or may not cover in this podcast is breakfast meetings, right?
Abby Morton:
Yeah.
Carl Richards:
You can say, John mentioned to me holding a breakfast meeting once a month. Like if I were to hold a breakfast meeting where the only goal was to make people more prepared to make smart decisions with money and it would be specifically about entrepreneur for entrepreneurs successful exit, is that something you would come to? And you just test it? Oh, no, I’d hate breakfast. Okay. Interesting, right?
Abby Morton:
Yeah.
Carl Richards:
Somebody else suggested I run an ad in LinkedIn. Oh, no. I never looked at it. Hey like “You can just test ideas.” Oh, thanks for that. That’s…
Abby Morton:
That’s helpful feedback for me to know. Right?
Carl Richards:
Yeah. Yeah.
Abby Morton:
That’s a point that maybe I didn’t have before.
Carl Richards:
Yeah. This idea for breakfast meetings, one of my favorite concepts came from this exact conversation. So a guy named Jerry said, “Oh, my dad used to go to these meetings. If you had one, I’d bring six people.” So that’s like result number two is you get an idea that like an idea for breakfast meetings. Let me give you another idea that Christine gave me. Christine was a salesperson at a technology firm, made a ton of money, and she was like, “Oh, that’s such a good idea. That’s such a good question.” She’s like, “You know what? I got into sales because I really wanted to have control of my time. And the main reason I wanted to control my time is so that I could ski in the winter and golf in the summer. And I never go ’cause I’m just always so busy.”
Carl Richards:
So if you set… This is crazy, like if you set up a tea time each Friday at one for a foursome, I’ll make sure I’m there with two people you should meet. And I didn’t golf. I was about to learn because of this, but it was fall. So I was like, “Hey, would that work skiing?
Abby Morton:
Yeah.
Carl Richards:
Like half day skiing on Friday? And she’s like, “Oh, totally.” And we skied with Steve and Scott. I remember the first time, and it was a great day at Snowbird, lots of powder. And I remember Steven Scott thanking me over and over, and they both became big clients. I can trace if you were to trace a web of my early business, Christine, Steve, Scott, like probably 40 clients from that idea.
Abby Morton:
Yeah.
Carl Richards:
Single idea. So that’s like an idea for marketing.
Abby Morton:
Right. Really.
Carl Richards:
A client appreciation event was another person, another one, if you did an event where I could bring my kids, and they could learn a little bit about money and also have a little bit of fun and my non-interested and I didn’t mention which spouse this was, but it was like my non-interested in money spouse that could have a little bit of fun. It’d be really cool. So we did this… We invited a concert pianist to play, talk about the benefit, the creativity and the process in his writing. It was a guy named John Schmidt, and he played and in between songs, he’d talk about how he wrote the songs. And I still have clients, still have people that were clients back then say to me, “That event, you did” Well, that was somebody else’s idea.
Abby Morton:
Yeah. Right.
Carl Richards:
So ideas you just and… What if somebody gives you a stupid idea? Like, have you ever thought about putting a billboard on the freeway?
[chuckle]
Carl Richards:
I don’t know if that’s a dumb idea, but it sounds like kind of a waste of time. You’d be like, “Gosh, that’s really, do you… What do you… ” You could ask more questions.
Abby Morton:
Yeah.
Carl Richards:
Like, I’m so curious. You’d mentioned that. What do you think that would do? Thanks so much. I’ll keep that on my list.
Abby Morton:
Yeah.
Carl Richards:
And then the third outcome is the one we always think of as golden. I actually think the second outcome is the gold is like these ideas that could generate more and more clients. The third one is literally like, “Gosh, I was just having this conversation with a friend.” Like, you know who you should talk to is Johnny, let me give you his email address.
Abby Morton:
Yeah.
Carl Richards:
Or his phone number. Now, this is really like ninja skill. If somebody offers to give the name or email address or phone number, we know what will most likely happen if we call that person cold.
Abby Morton:
Yeah. They’re…
Carl Richards:
It doesn’t serve anybody.
Abby Morton:
No, they don’t want to talk to you. They don’t know who you are.
Carl Richards:
Yeah. Yeah. So it’s pretty easy to say, “Gosh, Sue, thanks so much for that.” Like, deeply honored, you would trust me with that. And then you just pause like you’re a little puzzled and like it’s a new idea that just occurred to you. And you can say, “Hey, I wonder like, I know how I respond to people who call me cold, especially about money. I know how you’d respond ’cause I remember.”
Abby Morton:
Yeah.
[laughter]
Carl Richards:
But do you think, Johnny, you, Johnny and I. What if just… Do you think Johnny would be interested? What if we just grab coffee together.
Abby Morton:
Right. You could do that. You could even do it… I think something a little more simple. But again, it’s always good to have coffee with people, as we’ve talked a lot about.
Carl Richards:
Yeah.
Abby Morton:
But like, “Hey, would you mind putting me on a group text with Sue and Joe? Right? Like with the three of you at the most basic level.
Carl Richards:
Yeah, it could be very simple. Would you mind introducing us?
Abby Morton:
Right. Let’s do that.
Carl Richards:
Totally. Would you mind… Would you mind text introducing us?
Abby Morton:
Could you…
Carl Richards:
Could we get together? Hey, remember a couple of times ago we talked about those breakfast meetings I like to have?
Abby Morton:
Yeah. Right.
Carl Richards:
Do you think Johnny would like to come with you to a breakfast meeting? Like you are just thinking of ways.
Abby Morton:
It depends who we have going. There’s a number of different things you could pull that into.
Carl Richards:
Yeah. Totally. So I think that that to me, is the way… We’ve been doing this for a very long time. We teach a workshop. We’ve taught a workshop on it in the past. I’ve never had anybody do 10 and not get a new client. It has not happened.
Abby Morton:
So tell me though, we live in a day where advisors are serving clients all over the US. Right?
Carl Richards:
Yeah. Yep.
Abby Morton:
And so you’ve talked a lot about like get with that person and have coffee, but like they are in California and I live in Utah, but I really do want to pick Jonathan’s brain that lives in California.
Carl Richards:
No. You don’t.
Abby Morton:
I do though.
Carl Richards:
You don’t want to pick Jonathan’s brain.
Abby Morton:
We’re not picking anyone’s brain. I really like that brain.
[chuckle]
Carl Richards:
This is right. This is my job. It sounds so much like it hurts.
[laughter]
Carl Richards:
So you can keep using it but…
Abby Morton:
Use the right words as like Carl’s.
Carl Richards:
I really want to get that person’s advice.
Abby Morton:
Yes. Yes.
[laughter]
Abby Morton:
So how do you go about doing that when we live in a world today where we’re not always talking to the people who live right next doors?
Carl Richards:
Face to face. Yeah. Yeah, look, I think there’s no argument that face to face, there’s the most emotional resonance in a face to face meeting.
Abby Morton:
Right.
Carl Richards:
And we’re not always there. So how hard is this to do? Hey, can we have a quick conversation over Zoom?
Abby Morton:
Yeah.
Carl Richards:
And I learned… A couple of different people did this to me during the pandemic, they ordered DoorDash to my… They are like, “Hey, let’s have virtual coffee.” And they order… They would order me my favorite drink, whatever, tea, hot chocolate, coffee.
Abby Morton:
Oh, okay.
Carl Richards:
They would order it, it would arrive, “Hey, what… We’re gonna meet at the… There’s gonna be a knock on your door five minutes before with a drink for you.” I always thought that was really cool, but it’s a little bit absurd.
Abby Morton:
I love that extra little thing of just like, oh, I got this little…
Carl Richards:
Hey, should we have lunch together?
Abby Morton:
Cookie at my door. I want a cookie.
Carl Richards:
Yeah. What if we have lunch together? I’ll… What are your favorite tacos? Right? I’ll have ’em delivered.
Abby Morton:
Yeah.
Carl Richards:
You’re in California? I’m in New York. You’re having tacos. I’m having tacos. We’re meeting over at lunch. But… Yeah. How about an afternoon snack? Is there a cookie that you like locally? How about a pint of Ben and Jerry’s? Whatever. But that’s not even necessary. Really, it’s like, “Hey, can I have 15 minutes over Zoom? Just to ask you some questions.”
Abby Morton:
Yeah.
Carl Richards:
I’d love to get your advice about what we’re thinking about business development.
Abby Morton:
Great. So even do it virtually.
Carl Richards:
For sure. And…
Abby Morton:
Can you do it over the phone or would you like…
Carl Richards:
Yeah. I…
Abby Morton:
What do you think…
Carl Richards:
I think we’re moving down in terms of emotional context is like in-person, video, phone, and then email. And I’d put email, like in-person video, phone, and then email. Way way far away.
Abby Morton:
The opposite end of the spectrum.
Carl Richards:
Yeah. But…
Abby Morton:
Like don’t… You’re not…
Carl Richards:
I wouldn’t even do it.
Abby Morton:
What you’re even saying is, you’re not emailing Sue to say, “I wanna work with more people like you. Who can you introduce me to, right?
Carl Richards:
Yeah. Yeah.
Abby Morton:
Because it gives that icky feeling again, right?
Carl Richards:
For sure. And let’s just… And I know you didn’t mean it this way, but the question who can you introduce me to is exactly what we’re not…
Abby Morton:
Yes. Right. Right.
Carl Richards:
The feeling we’re not trying to get across. Is yeah, “Hey, who can you introduce me to?” It’s more like, I wanna work with more people like you. I’ve really enjoyed it. And particularly the niche, the problem I wanna solve.
Abby Morton:
Yeah.
Carl Richards:
If you were me, how would you go about it? And you’re open to the… You really have to be like you have no agenda, because I would’ve never imagined breakfast meetings.
Abby Morton:
Right.
Carl Richards:
I would’ve never imagined skiing or golfing. One of the guy… One of the people I did this with, the client was like, “Gosh, it’s crazy you should say this.” But there’s a group of us, 20, we’re all ex, like we’re all… I think he worked with orthopedic surgeons. We’re all orthopedic surgeons and we do a sailing trip every year, and there’s an extra spot and we’re gone seven days and there’s 20 of us on the boat. Would you like to come? You’re like, how do you not… Would you have ever thought that that was… So, that’s why you’re just open.
Abby Morton:
Yeah. Right.
Carl Richards:
Open to the ideas.
Abby Morton:
Anything.
Carl Richards:
Yeah.
Abby Morton:
Anything. So great. I just… Again, remember you’re asking them in person. You’re not picking their brain. You’re asking them for their advice.
Carl Richards:
Yeah.
Abby Morton:
And you’re looking at it as just a very curious way to learn and get some new ideas from someone.
Carl Richards:
Yeah, for sure. And you’re honoring and respecting the ideas, even if you’re not gonna do them.
Abby Morton:
Right.
Carl Richards:
And then the other ones that are really like, “Hey, if you had a breakfast meeting, I’d bring people.” If you decide to do it, you follow up with Jerry and say, “Jerry, hey… “We’ve put together this breakfast meeting. I’ve definitely saved a seat for you, but if you’d like to bring other people, I’d love to have you. You don’t hold the… You told me you would bring six people. Right? At every step. We’re looking to be gracious and thankful for their help.
Abby Morton:
Yeah. Nice, appreciative. Yes. So true. And I even like the idea of thinking about this isn’t a referral, it’s more of an introduction or…
Carl Richards:
I love that.
Abby Morton:
An introduction to a meeting to collaborate with them about different ideas and topics.
Carl Richards:
I love that. We’ve always called this the referral workshop. And you’ve mentioned this a couple times and I think we may change it to like the introduction question or something else. Yeah.
Abby Morton:
Yeah. Something. Yeah. All right, well, there you go. Another marketing tactic.
Carl Richards:
Yeah. Amen. And thank you.
Abby Morton:
Thank you.
Abby Morton:
Next time on Elementality.
Colton Etherton:
I could tell because as soon as they created that account through the invite link, I get an email that says, “Hey, you have a new prospect. Joe just created their account in Elements.”
Abby Morton:
Yeah.
Colton Etherton:
So, now I can see they created their account. I can see when, and within elements, with it allowing us to track the source of that prospect. I know… Look, going forward and I’m looking at my prospect list, I can see where they came from. Like, “Hey, these are people from that workshop that we did.”
Abby Morton:
Perfect. To find out more about Elements, go to getelements.com/demo.
Abby Morton:
Elementality’s executive producers are Reese Harper and Carl Richards. Elementality is produced by Tad Henderson and directed by Abby Morton. Have a good one.