The Producer Academy

Ask for referrals earlier than you think

Ryan Yeo

Congratulations on making time for your practice today. If your results go up one month and down the next, I've been there. This clip from Lesson 2 shows what changed it for me.

Ryan Yeo

CEO, The Producer Academy · Author of The Producer Formula · MDRT Top of the Table qualifier

From the course, then a short note from Ryan · English captions · Presented by Ryan's AI avatar · No sign-up to watch

A funnel empties. A Ferris wheel keeps turning.

Ryan started out like most of us, calling everyone and pitching anyone who would listen. It left him with results that went up one month and down the next. What changed his career was building his practice like a Ferris wheel.

A sales funnelPeople drop out at the bottom, so you keep pouring new ones in at the top or it dies.
A Ferris wheelClients enjoy the ride so much that they come back and bring their friends, so the queue grows by itself.

The one step Ryan moved

The wheel runs on referrals, so the real question is when you ask for them. Most advisers wait until the sale has closed. Ryan asks right after the consultation, before he presents any solution.

The usual order

  1. Prospecting
  2. Consultation
  3. Solutioning
  4. Referrals only after they buy

Ryan's order

  1. Prospecting
  2. Consultation
  3. Referrals moved up one step
  4. Solutioning

Four reasons to ask earlier

  1. Trust, Not Transaction

    You invite the client to introduce friends to a conversation that helped them, so the introduction is easy to give.

  2. Control the Memory

    The last thing the client remembers is a useful session with you, and that is what they tell their friends about.

  3. Momentum Even Without a Close

    If this client decides not to go ahead, you still walk away with introductions, so the wheel keeps turning.

  4. Lead Time

    You ask while the conversation is warm, without waiting weeks or months for a case to be accepted.

Try it in your next meeting

After your next consultation, before you talk about any solution, invite your client to introduce you to people who could benefit from the same kind of conversation. If they're ready to go ahead, you go ahead. If they're not, you set the follow-up, and your next meetings are already lined up.

Ryan calls this the shift from chasing to choosing. When every consultation brings in the next introductions, you stop chasing whoever will listen and start choosing who you work with.

"For most advisers, the biggest challenge was never closing. It's having enough people to meet." Ryan Yeo, Lesson 2

Get 30% off the full course

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S$258Usual price S$368

9 video lessons · 3 months' access

Only One Degree Consulting uses your details, and our email and website providers store them for us. We never sell or share them. We also note how much of the lesson you watch, so we know which emails to send.

What's in the full course

  • When to askRight after the consultation, before you present the solution.
  • How to askWords you can use so the client never feels put on the spot.
  • Earning the trustWhat has to happen in the meeting first, so asking for an introduction doesn't feel strange to your client.
  • Closing without pressureMoving ahead when the client is ready, and following up properly when they're not.
  • 9 short video lessons, 3 months' accessWith Ryan Yeo and two other coaches.

Questions

Is this what the course looks like?

Yes. The video is cut straight from Lesson 2, so the lessons look and sound exactly like this. Each lesson is a short video with Ryan or one of the other two coaches, with slides for the main points.

Do I need to sign up to watch?

You can press play and watch the whole lesson without signing up. We only ask for your name and email if you'd like the 30% code.

How long does the code last?

It works for at least 7 days, and the exact last day shows next to your code. We email it to you too, so it won't get lost somewhere in your chats.

Is this financial advice? Is it from finexis?

PFE is sales-skills coaching by One Degree Consulting. It is not financial advice, and it is not provided or endorsed by finexis advisory Pte Ltd. Results vary, and PFE does not promise MDRT or any income.

What happens to my details?

Only One Degree Consulting uses them, and only for PFE. We'll email you your code, the PFE newsletter and weekly lessons, and every email has an unsubscribe link. If you give us your mobile we may WhatsApp you about PFE, and you can reply STOP whenever you like. We never sell or share your details. To see, correct or delete them, reply to any of our emails.

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The Producer Formula Express free preview · last updated 7 Nov 2026

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About PFE

PFE is sales-skills coaching by One Degree Consulting. It is not financial advice, and it is not provided or endorsed by finexis advisory Pte Ltd. Results vary, and PFE does not promise MDRT or any income.