Referrals Can Still Generate Prospects, Even In Volatile Markets Hot

ScottMartinScottMartin  
 
 
0.0 (0)
Write Review

 

The secret to scoring referrals is knowing how your current clients think and what they value in your practice, SEI's practice management chief John Anderson explains.

 

That means tailoring the referral pitch to the client, and being specific about both what you can do and who you're looking for as prospects.

 

No more vague "if you have any friends..." calls to action here. Instead, SEI suggests summing up your proposition -- what it is you actually do -- and describing the type of person who would benefit from your services.

 

The tricky part is knowing when to ask for a referral, but even that's fairly intuitive.  

 

Some advisors wait until the client review to ask about potential new clients. In its more extended white paper on the subject, SEI says some of the most successful book-builders out there treat this as a separate conversation. 

 

And to keep tabs on exactly what you've done for each client and how you can remind them of it, some sort of client relationship management (CRM) software is essential.

 

This is actually where LinkedIn can shine as a CRM platform as well as a communications tool, SEI says. After all, LinkedIn can create that list of everyone who has a professional connection to your clients.

 

Drill down into that list and find out who each of your clients actually has access to, then fine-tune your requests for referrals accordingly.

 

Finally, just be persistent. You need to keep "dripping" referral pitches on your clients whether they can suggest anyone right now or not -- the goal is to make sure that when they meet someone who would be a good fit, your name comes up first.

 

 

 

This Website Is For Financial Professionals Only


User reviews

There are no user reviews for this listing.
Already have an account? or Create an account

A Strategically Focused CE Curriculum

With classes approved for over a decade by the CFP Board, IWI, and NASBA, Advisors4Advisors CE classes are an optimal knowledge stream for CFP®, CIMA®, CPA, CPA/PFS®, CFA®, and other practitioners. It's not a grab bag of speakers willing to sponsor CE content. Nor is it a one-man CE course. It's a group of subject matter experts with amazing communication skills and a history of thought leadership that, together, give advisors a well-rounded knowledge system for running a professional practice ethically and intelligently.

CE Since October 2008

A4A CE classes for financial professionals began in October 2008, the week Lehman Bros. collapsed. Initially billed as “The Financial Crisis Webinar Series,” A4A connects advisors with authoritative sources on investing, tax, and financial planning, chosen by A4A Editor Andrew Gluck, a veteran financial reporter. A4A members get a stream of CE classes for an advisor who: 

  • holds a CFP®, CIMA®, CPA, CPA/PFS, CFA or other designation requiring CE annually 
  • values monthly CE classes by Fritz Meyer, Craig Israelsen, Bob Keebler, Frank Murtha, or Andrew Gluck
  • diversifies a core of client portfolios in low-expense funds
  • invests based on MPT and economic fundamentals
  • advises on tax and financial planning as well as investing
  • needs financial counseling skills
  • wants the Certified Financial Counselor™ designation 
  • is building a brand as a thought leader locally or in a niche
  • wants the facts when bad news breaks
  • wants CE aligned with a content marketing system
  • wants 24/7 access to CE on-demand
  • insists on objective evidenced-based tax and investment planning analysis

CFP CE Reviews

9.0
Average Attendee Rating
Poor Average Excellent
"Good stuff"
8.0
Average Attendee Rating
Poor Average Excellent
"Participant needs ready access to all hand out materials before/during the presentation merely by hitting a print button on their office computer. Never a separate fee or subscritpion !..."
5.0
Average Attendee Rating
Poor Average Excellent
"he constantly repeats himself, wasting at least 25% - 33% of entire time devoted to presentation, tell him to stop repeating every other sentence"
10
Average Attendee Rating
Poor Average Excellent
"good information, i don't prepare returns, but I stayed at a Holiday Inn Express and have my CPA license"
9.0
Average Attendee Rating
Poor Average Excellent
"Simple awesome"
7.0
Average Attendee Rating
Poor Average Excellent
"Not enough time to cover this complex topic. Also, it would have been more helpful if subject matter related to less affluent clients. "
MEMBER REVIEWS 
Lynn Najman, CFP®
I’ve subscribed to A4A since its inception, and always find it intellectually stimulating and on point. It’s one of the few CE solutions out there that doesn’t waste my time by pushing product or talking down to me.

PeteDeacon-CPA-CFP

Pete Deacon, CPA, CFP®
A4A has had a profound effect on my business. Since 2009, I’ve relied on the consistent messaging and updates to run my business successfully. Being able to present the information from Bob, Fritz, and Craig's ongoing CE webinars has been a significant benefit.

fredericMayersen-phd-cfp

Fredric Mayerson, MBA, PhD, CFP®
I've been a financial professional and professor of finance for 35 years and find Fritz Meyer and Robert Keebler to be among the most engaging, incredibly knowledgeable, and experienced presenters I’ve encountered. They deliver an extraordinary amount of information in an extremely interesting way — sequentially and developmentally, utilizing pedagogical tools and techniques that few possess.  A4A to is the most consistently excellent CE program available.  
Ron Roge, MS, CFP®
I’ve been attending A4A many years because the CE classes are outstanding, and my time is valuable. Though I have over 35 years of experience, I’m always learning something new on A4A. I attend fewer conferences now because the CE is generally not advanced. If you want to learn from the best, in a faster, easier, and less expensive way, I highly recommend A4A.

John R. Day, CPA/PFS®

I’ve been a member since 2011 and never miss the monthly webinars with Fritz Meyer. I appreciate Fritz’s independent views on the economy and markets and Bob Keebler keeps me updated on excellent tax planning ideas. A4A is a great value!

NormanPolitzinerCFP

Norman Politziner, CFP

I wouldn't miss a Fritz Meyer webinar unless my pants were on fire. I've relied on Andrew Gluck's knowledge systems --client communications and CE -- for two decades. It's simply the best solution for tax, financial, investment, and risk-management professionals.®   

Dan Hawley, CFP® 

A4A, for over a decade, has been a great resource for useful and accurate information and CE. A4A and Advisor Products are bargains for an advisory practice. 

KevinBrosious-CFP-CPA-PFS

Kevin Brosious, MBA, CFP®, CPA/PFS®

I get CPA CE credit and CFP credit for the webinars.  But not only that, the A4A content is terrific