The Pocket Guide to Sales for Financial Advisors by Beverly Flaxington

Author:Beverly Flaxington
Language: eng
Format: mobi
Publisher: ATA Press
Published: 2015-03-03T14:00:00+00:00

Activity: Increasing Referrals

To increase referrals, put a systematic approach in place that:

Plants the seed up front that your firm grows when the clients are feeling “successful” and eager to refer without being asked.

Reminds clients of your message—it re-sells value to make it easy to talk about what you do well.

Uses segmentation to find opportunities within your client base and communicate in an ongoing fashion with those segments.

Identifies events, or communication, or other outreach activities designed for a particular group in which an existing client will see a benefit for people they know in that group.

Finds relationships that already exist between your client and their other trusted advisors that you can leverage.

Continues to reinforce your message in a consistent and ongoing fashion.

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