Larry Distillio, director of financial advisor business management with Mackenzie Investments, discusses how advisors can boost referrals with specific “probe and record” questions, targeted strategies, and focused communication with clients.
Show courtesy to both your client and the person he or she referred
When contacting a new prospect, be sure to stay on the right side of the law
Do some research before making contact
It’s engagement, not satisfaction, that motivates clients to recommend you
Make sure they express your brand message when recommending you
Don’t ask. Start by developing your brand and understanding your niche
An advisor sees his assets shrinking as his aging clients begin drawing down on their investments. For the first time in years, he needs to start actively seeking new clients - but doesn't want to look desperate
Engage your clients — and don’t ask
Don’t put your clients on the spot