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is incomplete, outdated, or wrong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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« What if “referral only” was a strategy? | Main | Wealth Management is broken and we’re going to fix it »

Developing teams and enhancing the client experience – Cheryl Holland on the Becoming Referable podcast


Cheryl Holland knows something about scaling a business.  She is the President and Founder of Abacus Planning Group, which started in a small market and has grown to manage $1.1 billion in client assets.  Cheryl attributes that growth to the effective use of processes and a strong culture.  And, she’s ready for their next big leap to take the business to the next stage.

We’re thrilled to welcome Cheryl to the Becoming Referable podcast today. She is a mainstay in top advisor lists such as Barron’s and Wealth Manager, and was recognized by the National Association of Personal Financial Advisors as one of the “30 Most Influential People” in its 30-year history. And she was generous with her time in letting us pick her brain about how she was able to build Abacus into a firm that receives a constant stream of referrals.

Abacus truly ‘walks the walk’ in terms of having a team approach to client service. Cheryl outlines how they have structured client teams, so that every client knows their point-person for different parts of their financial life. She stresses the importance of mentoring and a culture that may not be right for everyone, but fosters accountability and growth for each team member. We dig deep into the processes the firm has put in place, including the specifics of their CRM structure, and how this all comes together to make them highly referable, particularly among centers of influence.

Click here to listen to the conversation, and make sure you’re subscribed for access to future episodes.

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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.