Referrals

A few clients in the right profession can lead to a whole book of clients who do the same thing.

When advisors plan unique events to gather clients and their friends, referrals follow.

An engaged client is a devoted client. Following these steps can create lasting bonds and provide a foundation for sustainable growth.

LinkedIn is networking on steroids. Don’t believe it? More than 60% of advisors who used LinkedIn appropriately snagged new clients, according to a study.

By deepening relationships with clients, a goals-based approach can lead to more business.

Going the extra mile in client service can help attract quality referrals.

Organizing meetings with a client’s other advisors can impress outsiders and spark more business.

Not every referral will turn into a worthwhile client, so savvy screening makes sense.

How to get them to offer unsolicited praise in a social setting.

Playing nicely with CPAs can help advisors land new clients.

Don’t be too ‘salesy,’ but rather highlight advice and expertise.

Some advisors set up expectations during the onboarding process.

In order to gain the most referrals, it is no longer enough to just cultivate a niche.

As a generalist, advisor Jim Marquardt avoids cultivating a niche and reaps referrals in the process.

Doing something an advisor loves can bring in more clients than a slew of promotional meetings.

Don’t forget the process of connecting on a holistic basis.

Advisors who differentiate themselves may land business as a byproduct of their unique approach.

Discussions about cognitive impairment and end-of-life issues might be difficult, but they need to happen, and could yield an upside for the advisor's practice.

Surviving spouses will require hands-on help from their advisors to get important tasks done -- before and after a loved one's death.

Regulators will be paying close attention to whether advisors properly safeguard the interests of elderly clients. Here's what to watch for.