Effective Client Referrals

This course will provide participants with the skills needed to make confident and effective referrals. This course supports the Relationship Selling model used in the Introduction to Relationship Selling program.


The branch or operations personnel who initiate the needs assessment but are not involve in making or closing the sale. The audience may not see their roles as sales-related. They are generally involved in transactional and service interactions with customers.

Learning Objectives

After successfully completing this course, you will be able to:​​

  • Describe what clients expect from their bank
  • Identify the four steps in the effective referral model
  • Identify sales and service referral opportunities
  • Match referral opportunities with the appropriate financial need type
  • Make an effective referral using the appropriate referral technique
  • Perform client follow-up
For more information about this product, please contact Customer Service.



Participant's Handbook
Catalog #3009701

$57.75 List Price
$36.75 Member Price

Trainer's Guide
Catalog #3009702

$135 List Price
$ 95 Member Price


Please Note:Effective Client Referrals is printed on demand as ordered. The Participant's Handbook(s) and Trainer's Guide may not be returned to ABA.