The conversational triggers\n\nEvery referral starts with someone telling you about a problem in their life. These are the ten conversational openings to listen for.\n\n1. "I'm thinking about..." (selling, buying, refinancing, switching, retiring)\n2. "I don't really have anyone for..." (lawyer, accountant, financial adviser)\n3. "My [bank/insurer/adviser] is annoying me..."\n4. "We're finally going to..." (renovate, extend, build, downsize)\n5. "I should probably get..." (a will, insurance, a tax review)\n6. "How do you find a good...?"\n7. "I had a really bad experience with..."\n8. "We just had/lost..." (a baby, a parent, a job — life triggers)\n9. "What did you do about...?" (a process you've been through)\n10. "I don't even know where to start..."\n\nAny one of these is your cue. The right response is: "Actually, I know someone really good for that — want me to introduce you?"