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is incomplete, outdated, or wrong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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10 Office Parkway

Suite 300

Pittsford, NY  14534




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Results From Client Engagement Think Tank, Part 2

Surprising finding: Advisors don't consider their target market in their onboarding processes.

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Interview with Merrill Rep about his Client Advisory Board

Mike Kaufman, of the K&H Group of Merrill Lynch, was interviewed Friday on the CEO Hour internet radio show. You can listen to the program here.

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Results From Client Engagement Think Tank, Part 1

The first of a series of posts on an industry think tank on client engagement I facilitated in conjunction with FPA Business Solutions 2011

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Nice mention in Investment News

I was quoted in Investment News today.  The article is "Client Advisory Boards Assume Greater Role in Wake of Crisis."

It's true - when the market is up, too many advisors and their clients are lulled into complacency.  Truth is, it can be harder to build your business during good times because EVERYONE is doing well.  When the markets drop, though, everyone starts asking whether the relationship they have is the right one.   And it is the advisor who is in closest touch with clients who retains the most, and attracts the most new clients and referrals.


Nice series of articles about client advisory boards in Fast Company

Lisa Nirell recently posted a nice three-part series on client advisory boards of the Fast Company website.

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Coverage of Role Reversal in the trade journals


My talk at FPA Business Solutions 2011 got some nice press in the trade magazines.  You can see reviews of it in Financial Advisor and Financial Planning.  There was also a brief mention in Investment News.


Ask For Introductions – Not Referrals

Don't place the burden of prospecting on your clients. Use research to find prospective clients. Then ask your clients for an introduction. Great presentation by Sam Richter at FPA Business Solutions

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Another Sneak Preview of Tomorrow's Presentation 

Here is another sample of the video interviews that will be part of my program tomorrow on clients advisory boards at FPA Business Solutions 2011.  Hope to see you there!


Sneak Preview of Advisory Board Presentation

See a sneak preview of a video from my presentation this Friday at FPA Business Solutions 2011!

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Let Your Clients Guide Your Marketing

Summary: Your clients know how to describe your value better than you do. Seek their guidance, and your marketing messages will connect better with prospects.

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10 Office Parkway Suite 300.
Pittsford, NY 14534 | 585-381-2662

© 2013-forever, Stephen Wershing.
All rights reserved.

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10 Office Parkway Suite 300. Pittsford, NY 14534 | 585-381-2662

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