Working with the well-heeled means knowing how to get an introduction.

“Referrals are the No. 1 way to get new assets and get new clients,” says Sara Gilbert, founder of Strategist in Montreal. Referrals are particularly important if you intend to work with high net-worth clients.

Gilbert offers this advice to help make finding referrals more routine:

> “Wow” your clients
Before you can ask for referrals, you must be referable.

“Make sure you ‘wow’ your clients,” Gilbert says. “If you just offer ordinary service, people will not want to refer you.”

Always look for ways in which you and your team can go above and beyond the expected level of service, she says. For example, remember details from your last conversation with a client, such as a family trip to Florida, to follow up with at your next meeting.

> Stand apart
Having a clearly defined message makes it easier for others to refer you to a friend, relative or colleague.

People have to understand what makes you different, Gilbert says, such as a specific service you provide or a niche in which you specialize.

> Keep a record
To make the most of your referral strategy, find out how clients are referring you.

Track every referral you receive through your client relationship management system, Gilbert says, or another recording method. Keep detailed notes outlining which clients are referring you and how they are doing so.

For example, you should know whether your clients are referring you based on a target market, she says, or based on a specific service.

It will often take upwards of six to nine months to turn a prospect into a client, says Gilbert. Gather at least a year’s worth of data before deciding on a proper referral strategy.

> Adjust your strategy
Re-focus your marketing efforts once you know how clients are referring you, Gilbert says.

If you have learned that most clients refer you by a niche — such as entrepreneurs — focus your marketing and client communication activities on that market.

For example, you might host seminars on issues specific to entrepreneurs or write articles in a newsletter or blog geared toward that market.

> Speak up about “duds”
If you find that a client is repeatedly sending referrals that are the wrong fit for your business, Gilbert says, talk with that client as soon as possible.

Thank the client for sending the referral, she says, and explain why you are not the best advisor to help that prospect. Take a moment to describe the type of client you best serve, and why.