Referrals 2.0

Wershing, Stephen
July 2011
Journal of Financial Planning;Jul2011 Practice Management Solutis, p6
Academic Journal
The article focuses on the methods used by financial advisers to attract clients in the U.S. The financial advisers used the demographics, profession and investable assets in identifying prospect clients. It cites the need for financial adviser to show their prospect clients on their capacity to solve various problems and to avoid using the direct referral strategy. The indirect referral strategy can be done by asking for advice or proposal from clients that will reinforce the advisers' importance.


Related Articles

  • A Good Fit. Littlechild, Julie // Journal of Financial Planning;Jul2011 Practice Management Solutis, p8 

    The article focuses on the relevance to conduct an assessment of the communication style, advising style, and service style to the creation of client engagement in the U.S. The three styles have been viewed important in identifying the appropriate strategy to engage with a client. The engagement...

  • Get Picky About Prospects. Britt, Julie // Advisor Today;Sep2008, Vol. 103 Issue 9, p78 

    The article reports on the importance of quality client in the life insurance industry in the U.S. It states that quality is important because advisers need to develop long-term relationships that will benefit him. It states that by being selective, the financial planner will be better able to...

  • Generating Quality Referrals. Cates, Bill // Advisor Today;Mar/Apr2011, Vol. 106 Issue 2, p56 

    The article offers referral-generating techniques for financial advisors in the U.S. It emphasizes the importance of having value discussions in which advisors allow clients to recognize the value of their work to effectively ask for referrals. It suggests that advisors should optimize their...

  • What are Advisors Telling Retirement Plan Participants?  // Retirement Market Insights;Nov2013, Vol. 9 Issue 11, p3 

    The article discusses a survey on the recommendations being given by financial advisors to retirement plan participants, conducted by Spectrem Group in the U.S. in 2013. Respondents cited the recommendations provided by their advisors including investing in stocks, reducing debt, and finding...

  • DEFINE AND CONQUER -- Marketing Strategically to Achieve Growth. de Pardo, Eliza; Inveen, Dan // Investment Advisor;Aug2011, Vol. 31 Issue 8, p38 

    The article discusses the effective practices in stimulating demand in investment advisor firms through the enhanced marketing capabilities. According to the advisory firms surveyed, that 18% of these firms do not consider their marketing plan as an effective tool in generating new clients. It...

  • Encourage Your Clients' Wives To Meet With You.  // Advisor Today;Jan2009, Vol. 104 Issue 1, p56 

    The article offers tips for investment advisors on building business relationship with a woman client or female spouses of clients. It discusses the importance of meeting the clients' wives to help retain assets as well as establish a potential referral source as well as emphasizes the...

  • Personal Prospecting. Cates, Bill // Bank Investment Consultant;Sep2010, Vol. 18 Issue 9, p29 

    The article presents examples of how financial advisors use referral events to produce quality introductions that result in new clients. It mentions that a referral event allows financial advisors to establish direct contact with their clients. It suggests that financial advisors should make...

  • Advisors Miss Opportunities With a Key Client Group: Women.  // Investment Advisor;Aug2011, Vol. 31 Issue 8, p11 

    The article reports on the results of a survey that women control between one-third and one-half of wealth in the U.S. however, financial advisors manage a small percentage of women's assets as there is a gender gap when it comes to women's financial knowledge.

  • Transform Your Professional Relationships into Drivers of New Business. Littlechild, Julie // Journal of Financial Planning;Mar2011, Vol. 24 Issue 3, p34 

    The article reports on the study depicting ways to build an ideal network of professional advisers. It offers strategies on how to leverage relationships with centers of influence and generate referrals from clients and professional groups. It states that one of the biggest mistakes of...


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics