Report examines links among client satisfaction, loyalty and referrals
The key to getting more referrals begins by abandoning some misconceptions — such as the belief that you must mention introductions frequently and ask only open-ended questions
Eliminate these missteps and get more introductions
Many widely held beliefs about getting client recommendations have been disproved by research. Understanding the realities of referrals can help you build your business
Whom, when and how to ask
When is a referral a potential problem?
Providing services these clients want is critical to generating referrals
To increase “share of wallet,” it’s important to focus on the clients with the biggest accounts
Advisors need to define and communicate their value to clients
Referrals could be blocked