1. Lessons From the Dow Jones Man-On-The-Street Referral Survey
(Matching tags: Dow Lones,Veronica Dagher,marketing,referrals)

  A recent video blog post demonstrates why target marketing is so important.

2. Curian Makes A Common Mistake In Explaining A Drop-Off In Referrals
(Matching tags: Mark Schoenbeck,Curian Capital,marketing,referrals)

A volatile or declining market is too easy and superficial of an explanation as to why clients are not referring. Yet respected money management platform Curian Capital, LLC, seems to have made this very ...

3. Women Clients Make Up Over Half Of Many Advisors' Practices
(Matching tags: referrals,women investors,marketing)

A survey of 439 financial advisors indicated that most realize that women will gain more control over financial assets over the current decade. By 2020, women are projected to control $22 trillion compared ...

4. If You Are Not Bumping Into People Who Want To Help You Because You Are Doing Good Work, Then You Need To Fix That Part Of Your Life
(Matching tags: business strategy,client acquisition,integrity,honesty,communication,elevator speech,leadership,value proposition,enterprise value,marketing,prospecting,referrals,business planning,Social Media)

  Humility has always prevented me from buying into the notion of American exceptionalism, but change wrought by the Internet is making me rethink.   The Internet now makes it easy for ...

5. Understand Why People Make Referrals And You May Just Attract More Of Them
(Matching tags: Scott DeGraffenreid,Anatomy of the Referral,Julie Littlechild,marketing,referrals)

  I specifically say “make a referral to you” and not “give you a referral” because, when it happens naturally, a referral is not something a client gives you; a referral ...

6. How Selling Screws Up Your Marketing
(Matching tags: selling,client acquisition,marketing,referrals)

Even advisors who "get" the marketing concept frequently sabotage it when they sell.

7. The Big Referral Myth: How The Internet Has Changed The Way Advisors Get Business
(Matching tags: Advisor businesses,Anatomy of the Referral,differentiation,enterprise value,marketing,referrals,niches,Social Media)

Referrals from clients may no longer be the primary way people find you. Google search is increasingly the way advisors are connecting with clients. This presents an opportunity but also poses a threat. ...

8. To Get Your Clients Referring, Teach Them The Trigger Phrases
(Matching tags: trigger phrases,differentiation,client education,marketing,referrals)

  “I believe any salesperson worth their salt has developed a list of phrases, situations, and verbal clues that, if heard during a sales presentation, signal it’s time to take the order. ...

9. When A Referral Is Not The Best Way To Get New Business
(Matching tags: Anatomy of the Referral,practice management,referrals,marketing)

It’s been said that the easiest way to grow your business is by getting referrals. Coaches consistently admonish advisors to ask for referrals. Program after program has been developed to help ...

10. Separate Yourself From Other Advisors By "Productizing"
(Matching tags: productizing,differentiation,elevator speech,niche,marketing,client communications,referrals)

  Face it – what most of us do for clients is indistinguishable from what other advisors do for clients, at least from the clients’ perspective.

11. What Do Hugely Successful Firms Have In Common With Kleenex? How Advisors Gain From Doing One Thing Great
(Matching tags: differentiation,marketing,referrals)

When you can make your firm synonymous with the solution clients are looking for, new business arrives automatically.

12. If You Want More Sex, It Is Not About How Much You Ask For It; Same With Referrals
(Matching tags: differentiation,marketing,referrals)

  Attracting referrals is like attracting sex. Stick with me and I’ll explain. ...

13. Five Things You Can Do To Attract Referrals In 2012
(Matching tags: communication,marketing,referrals)

As you put your 2012 business and marketing plans into action, what are your plans for attracting referrals this year?  ...

14. Don't Ask For Referrals – Ask For Advice
(Matching tags: questions,referrals)

Let me introduce you to the most powerful business building question I ever learned.

15. For More Business, Prospect Fewer Clients
(Matching tags: differentiation,elevator speech,target marketing,niche,marketing,prospecting,referrals)

  It is utterly against the DNA of most advisors, but if you want to be a success at attracting referrals you must choose not to pursue good prospects. ...

16. Do You Ask For Referrals? Would You Hire A Plumber That Randomly Showed Up At Your Door ?
(Matching tags: marketing,referrals)

  I am opposed to asking for referrals. Including because we meet people at the wrong time. ...

17. The Two Times Clients Refer
(Matching tags: referrals,marketing,Julie Littlechild,Anatomy of the Referral,target marketing)

There are two times people will think to refer you – and, no, when you ask is not one of them.

18. Referrals Can Still Generate Prospects, Even In Volatile Markets
(Matching tags: referrals,prospecting)

If you know your market, you can keep generating referrals no matter how treacherous the market gets, advisor services firm SEI says.  ...

19. Referral Key Claims To Get You Referrals But Let's Verify Before We Trust It
(Matching tags: marketing,client communications,referrals,Social Media)

Referral Key is slick. But before I trust it, let's verify that it is the real deal.  

20. The Old Reliable Ways Still Work Best For Prospecting, But Keep An Eye On LinkedIn For Delivering Results
(Matching tags: referrals)

It turns out that old-fashioned calls for referrals still work best for advisors looking to build their books, but some forms of social media prospecting have started delivering real returns on the time ...