Bill Bell of Bell Financial Inc. in Aurora, Ont., never asks for referrals, yet they are a major source of growth for his business. Here’s how he develops bonds with clients that become “sticky.”

As clients’ dreams begin to materialize, the relationship strengthens and deeper bonds of loyalty develop. “I help people focus on what they want out of life,” Bell says, “and show them how to accomplish it.

“I don’t want clients thinking I need their help to build my business,” he adds. “I find that if you show people respect, if you make the experience enjoyable and you do a good job, you don’t need to ask for referrals, they just happen. It’s how business works.”

Focusing on a sense of purpose keeps people engaged. “It’s about hope and possibilities,” Bell says. “Visions lead to specific goals, and then it’s a matter of how to invest. If a plan is not based on inspiration, it tends to fail.”

— JADE HEMEON