Help people understand who to refer to you

In this week’s episode of Becoming Referable, we focus on how clarifying your message will bring you more referrals. Research shows that advisors who talk most frequently about the description of their target clients get the most referrals.

We start by discussing which elements of your target client description are most important. We point out that an effective description isn’t just their age and profession and certainly not their wealth. Rather, it’s more productive to highlight the challenges your target audience wants to overcome.  With that in place you can focus on your communications on the obstacles they face and how you are part of the solution. From there we share ways you can incorporate conversation triggers to reinforce the problems you solve. We also discuss the importance of educating COI’s on the challenges you help clients overcome while leveraging your team by creating a culture of refer-ability.

It is a great discussion that will help you clarify your message and increase referrals.

Click here to listen and do provide your feedback on what you hear!


What do clients like and dislike about meeting over Zoom? And how has the pandemic changed their outlook on retirement? We are discovering interesting insights through virtual client advisory boards. Click here to schedule a 15-minute conversation to find out how to organize yours. In the meantime, download your free copy of “7 Ideas to Make Your Virtual Advisory Board Work” here.

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