Stop Offering M&S Vouchers — and Start Getting Real Recommendations
If you want a steady stream of new business without relying on ads or cold calls, there’s one skill you must master:
How to ask for referrals the right way.
Most advisers know that referrals are the best source of new clients — they convert faster, stay longer, and are easier to work with.
But here’s the truth: most advisers ask for referrals completely wrong.
Let’s fix that. 👇
🚫 The Don’ts (What NOT to Do When Asking for Referrals)
❌ 1. Don’t Offer Gift Vouchers
If you’ve ever added this line to the bottom of your emails:
“Refer a friend and get a £25 M&S voucher!”
Let’s be honest — has anyone ever replied saying:
“I saw your M&S voucher offer and have a list of five friends for you!”
Of course not.
It feels corporate, impersonal, and transactional.
People refer because of trust and experience, not because of vouchers.
Referrals come from genuine satisfaction — not bribes.
❌ 2. Don’t Say “Interested”
Asking,
“Do you know anyone who might be interested in what we do?”
…is the quickest way to get a polite “No, can’t think of anyone right now.”
Why? Because it’s vague and passive.
People don’t walk around thinking, “I’m interested in a mortgage broker.”
They think, “I need to remortgage soon,” or “My insurance is due for renewal.”
Be specific, not generic.
❌ 3. Don’t Wait Until the Mortgage Offer to Ask
By the time the client’s got their mortgage offer, they’ve already got what they wanted.
Their emotional connection to your service is at its peak before the deal completes — during the process, when you’re solving their problems.
If you wait until after completion, you’ve missed the moment.
✅ The Do’s (How to Ask for Referrals the Right Way)
✅ 1. Mention It Early — During the IDD or Discovery Stage
Set the scene from the start.
When you deliver your disclosure or initial advice document, say something like:
💬 “Just so you know, most of my business comes from happy clients referring their friends and family. If I do a good job for you, I’ll ask you to pass my name on at the end.”
This plants the seed early. By the time you ask later, it doesn’t feel random or pushy — it feels natural.
✅ 2. Ask at the Point of Sale (When They’re Most Excited)
When your client gets their offer, protection approved, or loan completion, they’re feeling relieved, grateful, and positive.
That’s your moment.
💬 “I’m really glad we got this sorted for you. Quick one — if you know anyone else who’s reviewing their mortgage or cover, could you introduce me? I’d really appreciate it.”
That’s it. Natural, conversational, and effective.
✅ 3. Follow Up with an Email or Call
A few weeks later, follow up casually.
💬 “Hi Sarah, hope you’re settling in well! By the way, I’ve got a few review slots this month — if any friends or family need a hand, feel free to send them my way.”
Keep it light. No pressure. No “please refer me.”
✅ 4. Stay Top of Mind with Multiple Touchpoints
Referrals don’t happen by chance — they happen because people remember you.
If your clients haven’t heard from you in a year, they won’t think of you when someone asks for a recommendation.
You need to stay visible with:
- Monthly email newsletters 💌
- Birthday or Christmas cards 🎂
- Review calls 📞
- Social media posts 💬
Consistency builds familiarity — and familiarity builds referrals.
💡 Pro Tip: Be Memorable
The biggest reason people don’t refer you isn’t because they don’t want to — it’s because they forget you exist.
If you look and sound like every other broker, you’ll get lost in the noise.
Be memorable:
- Use your personal brand.
- Post regularly on social media.
- Show your personality and values.
People refer people — not companies.
🦁 Final Thoughts
If you want more referrals, stop relying on vouchers and “interested” questions.
Instead:
✅ Set the expectation early.
✅ Ask confidently when they’re happy.
✅ Stay visible with multiple touchpoints.
✅ Follow up — don’t disappear.
Do this right, and your clients will become your best marketing channel.
At the Wealthy Adviser Club, we teach advisers how to build referral systems that run automatically — from scripts to email follow-ups to social media reminders.
Join the club today for a free 7-day trial, learn the exact scripts and timing that work, and start getting referrals on autopilot.