We found a match
Your institution may have access to this item. Find your institution then sign in to continue.
- Title
Change the Way You Ask for Client Referrals.
- Authors
Richards, Dan
- Abstract
The article reports ways on how to come up with an effective referral conversation with clients. According to Financial Planning Association's (FPA) "2011 Marketing Methods: Planner Best Practices" study, 81% of planners request referrals from current clients and 65% of those planners report some level of satisfaction with this method of growing a business. It offers four strategies for making referral conversations more effective including incorporating referral conversations into the body of the client meeting, seeking low-key introductions, and bringing up referrals no more than once every three meetings. It mentions that the entire approach to referrals should be rooted in the clients' reality, not the planners' agenda. It provides ideas on how to add referrals to a meeting agenda.
- Subjects
BUSINESS referrals; FINANCIAL Planning Association; BUSINESS development; MARKETING planning; INVESTMENT advisor-client relationships; MARKETING strategy; MARKETING of professional services; BUSINESS communication; MEETING planners
- Publication
Journal of Financial Planning, 2011, Vol 24, Issue 3, p36
- ISSN
1040-3981
- Publication type
Article