Here are five key points to hit in this conversation: Express your sense of purpose as a professional advisor to validate why you are doing this. Project clarity so that your client knows exactly how an endorsement like this will reflect on them in the eyes of their friends. Replace the word “referral” with “introduce.” Replace the words “second opinion” with “sounding board process.” Be certain that they know that you won’t be trying to sell their friend on becoming a client. There may or may not be a fit in the future but that isn’t the point in providing this service.
