To help you get started on your referral marketing plan, here are five things you can include in your plan that will help you attract referrals. Continue reading
Do you have the guts to set yourself apart?
In a recent post, Seth Godin points out that creating a competitive advantage takes guts. Continue reading
Don’t Ask For Referrals – Ask For Advice
Let me introduce you to the most powerful business building question I ever learned. Continue reading
For More Business, Prospect Fewer Clients
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. Continue reading
Do You Ask For Referrals? Would You Hire A Plumber That Randomly Showed Up At Your Door?
I am opposed to asking for referrals. For all kinds of reasons. I do not believe in asking primarily because it attempts to hijack the natural way referrals happen. But also because we are an event driven business. And when we ask for referrals, we won’t meet the prospects when they need us. Clients typically...Continue reading
The Two Times Clients Refer You
Two times people refer you and when you ask is not one of them. Just after they meet with you and when a friend expresses a need. Continue reading
The Importance Of Setting Clear Objectives For A Client Advisory Board
The success of your client advisory board is directly related to the quality and specificity of your objectives. Continue reading
You Are Not The Solution
Peter Montoya became famous for preaching that your brand is you. David Grau now has research showing how that approach backfires. Montoya has contributed a lot to advisor marketing. As much as I agree with a lot of what he has published, I have always disagreed with one of his precepts: that the brand is...Continue reading
To Get Referrals, Your Clients Must Understand Your Target Market
Your clients are willing to give you referrals, but do they understand who to refer? Continue reading
How to Communicate About Your Advisory Board and Drive Referrals
Spread some of the referral generating power of your advisory board to the rest of your client base with an effective communication strategy. Continue reading