Try this: Here's a referral presentation for advisers who are just entering the business and professional market. Note that it provides a profile of the "ideal" prospect, which makes it much easier for people to know who you're looking for, especially when asking for referrals.

Agent: "Now that you know something about the work I do, I'd like to ask for your help. My business grows the same way most other businessowners and professionals develop theirs, that is, through recommendations and introductions from clients who are pleased with my services.

"I'm expanding my practice to include other businessowners and professionals who fit a particular profile. If I were to describe this profile, is there any reason why you could not tell me about the people you know who fit it?

"Basically, I'm looking for people who...

"Own and operate successful, financially stable companies or professional practices.

"Are the decision-makers or can put me in touch with those who are.

"Have needs or concerns which I can address with my services or products, or would be interested in using business dollars to meet some of their personal financial goals.

"Are people with open minds whom I can approach on a favorable basis.

"I'd like to borrow the prestige of your name as an introduction to three of the businessowners or professionals you know personally or have done business with who fit that profile. My purpose will be to show them the type of work I do and see if it has any merit in their case, either now or later. With that in mind, who are three businessowners or professionals who fit that profile?"

(Wait for a response, then say...)

"Would you do me the favor of arranging to introduce me to these people? We can do this in person — over lunch, for example — or over the phone. If you'll break the ice, I'll do the rest!