Category: Get More Referrals

Let’s start with three things you already know: Every aspect of your clients’ lives is impacted in some way by money. Your clients’ financial lives do not exist in a vacuum. Many of your clients’…

Please tell me if you’ve ever experienced this situation at work or home: Someone as an expectation of how a process, or meeting, or result might play out. They did not communicate that expectation. That…

Is it really possible to build a successful referral-only practice without asking for referrals? I have to admit, until I started interviewing top advisors for my podcast, I was skeptical about this possibility. I have worked…

You’ll find the famous line, “A rose by any other name would smell as sweet,” in Shakespeare’s Romeo & Juliet. What about with referrals? Is a Referral the same as Word of Mouth, is the…

I’ve never been a big fan of generic requests for referrals and introductions, either via email or regular mail. With that said, I think that part of your effort to build your firm’s culture of…

I just attended a conference with about 130 financial advisors in attendance – all of whom were generating $1M of annual revenue. Between a few of the panels and the roundtable discussions, one might think…

“Supply Chain Disruption!”  It’s all over the news.  But what about your supply chain of new clients?  Are you getting in front of the right people in the most favorable basis?  Is it simply a matter…

I just listened to a podcast where the two hosts debated the merits of prospecting versus marketing, and which was most relevant for financial professionals? They each took a side and argued accordingly. Knowing I…

At least once per week, I’m asked, “How do I use LinkedIn to get more referrals? Should I go on my client’s profile and look for prospects?” Taking a close look at a client’s LinkedIn…

When calling your new referral prospects, keep these do’s and don’ts in mind to increase your chances of a great first call. DON’T say “How are you today?” in your opening statement. This screams “telemarketer.”…