One big mistake advisors make is to try to tell their clients how to refer them. The misconception behind that is that people refer because you ask them to. They do not. Clients refer for their own reasons, because it creates benefits for them.

So, it pays for you to find out the reasons they make a referral. There are two significant things we can learn from this: your greatest value to those clients, and their language for describing why they think a friend should choose you over any other advisor.

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