(April 2006)Advisors need to foster and encourage referral advocates — clients who are the source of regular referrals to people they know. One of the keys to maximizing referrals is asking in an effective fashion. Last spring, I launched a six-month pilot program to test and evaluate a broad range of approaches to obtaining client […]
Probably only a few of your clients are responsible for bringing new clients on board
Look at factors beyond assets and revenue to find your most valuable clients
It’s not enough to give “A” clients superior service — make sure they know about it
And make sure they understand that you’re going out of your way to give them your best service
<i>Remember, there's a 70% chance a new client will come from a referral</i>