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is incomplete, outdated, or wrong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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« Coverage of Role Reversal in the trade journals | Main | Another Sneak Preview of Tomorrow's Presentation »

Ask For Introductions – Not Referrals



You know I am against asking for referrals. At the same time, I recognize the need for a referral strategy to keep your practice growing. There are a number of ideas I included in a presentation I recently did at FPA Business Solutions 2011, and others came out of a think tank I facilitated in conjunction with that conference, and I will write about them in coming weeks. One of the best ideas I have heard was presented in one of the sessions at that conference by Sam Richter of ActiFi, in a program he called Know! More Referrals – Using Technology To Generate More Prospects And Land More Clients.

Richter's point is that we can in be introduced to more potential clients if we do our homework before meeting with friends and clients who can make those introductions. He calls research the fourth R of our education, to follow ‘readin ‘ritin and ‘rithmetic.

Over the course of an hour, Sam covered a dozen different ways to use clever Internet research to find specific people with whom to connect, and then to find their common connections to us. Once you know someone who knows your prospects, asking them for an introduction is natural and comfortable. It is simple networking. It connects you with someone specific you have qualified as a prospect, and it relieves your connection of the responsibility of coming up with the idea and sending you to that person unsolicited.

Our challenge has traditionally been figuring out who to be introduced to as potential clients. Not knowing who you wanted to meet is a significant contributor to the discomfort of the dysfunctional way we have traditionally been told to ask for referrals. The new web tools available to us help eliminate that challenge. Once we know who we want to meet, asking for an introduction is a natural comfortable process that bypasses most of the problems with old-school referral strategies. Embracing the fourth R elevates us from sales rep to professional networker.

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Reader Comments (2)


Sam has a trove of great ideas to help your practice. As you said, it does take a lot of the pressure off the client to be asked to be introduced to a specific person rather than for the client to come up with the name. I wish I could have been in Boston to hear Sam


March 13, 2011 | Unregistered CommenterJohn Comer


Thank you very much for your kind words and I'm honored that your found my program valuable. Keep up your great work and writing.



March 13, 2011 | Unregistered CommenterSam Richter

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