When your best clients drive your practice,
attracting more of them is easy
Learn to get referrals the natural way
and revolutionize your business
Most of what you have heard about getting referrals
is incomplete, outdated, or wrong
Advisors don’t get referrals because they
have no formal plan to attract them
Steve Wershing is the best marketing mind in
financial planning. - Bob Veres (Publisher, Inside Information)
Introductions following our last client advisory board meeting represent almost $30 million in new assets.

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Entries in referrals (31)


Tell Stories Your Clients Can Tell Their Friends

A client makes a referral when they tell someone else about you and recommend that they call you. And 90% of the time those people don’t actually contact you.

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Is Attracting Referrals Passive?

If you not actively engaged in asking for referrals, it must be passive, right?

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What To Do When You Get A Referral

I spend a lot of time coaching advisors on how to attract referrals. Let me take a minute and discuss what to do when you receive one.

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Knowing How Your Clients Refer you Will Lead to More


How and why to get information about how your clients refer you, in my most recent post on financial-planning.com.  Read it here.


New Schwab Study Shows Why Clients Have Been Moving

Clients weren't getting what they wanted, and they want to address more than the portfolio.

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Niche Marketing Will Become Mandatory For Clients To Find You

Back in March, Lisa Gray posted an article on Advisors4 Advisors entitled “The Big Referral Myth: How The Internet Has Changed The Way Advisors Get Business." In it, she suggests that referrals are no longer the most important way advisors get new clients, but that searching on the web has become the single most critical way to attract new clients.

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Lessons From the Dow Jones Man-on-the-Street Referral Survey

Veronica Dagher of Dow Jones recently posted a video in which she asks passersby on a Manhattan street what would cause them to make a referral to their financial advisor. Some sample questions and answers include "What do you like best about your advisor?" "He gives me thoughtful ideas."

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Steve Talks Referral Marketing on RegisteredRep TV!

See Steve's interview with David Armstrong on Registered Rep TV.

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Reason #27 To Get Client Feedback – Your Clients Don't Like "Fee-Based”

Advisors who don't seek client feedback don't know what their clients want, they know what the advisor thinks they should want.

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To Get Your Clients Referring, Teach Them the Trigger Phrases

The new referral conversation is about interacting with our clients the way friends would interact with each other or enlist their help in problem-solving. Whatever approach we take, it should be a conversation that delivers benefits to the client.

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160 Allens Creek Rd, Suite 270, Rochester, NY 14618 | 585-381-2662

Home | Contact Us | Login | © 2013-forever, Stephen Wershing. All rights reserved.