David DeCelle

How Likability Impacts Referrals – David DeCelle on the Becoming Referable podcast

When it comes to delivering an exceptional client experience and growing your business through referrals, how you make clients feel matters. The truth is that we need to genuinely care and like our clients – and they need to like us back. As our guest this week will explain, the “likability factor” plays a significant role when it comes to getting referrals.

On this week’s episode we speak with David DeCelle, president of Model FA, a coaching company and agency that helps advisors drive growth and transform the client experience. Our conversation focuses on helping advisors understand how to make your client experience and your referral strategy more “human.”

Our conversation includes:

  • The connection between ‘likability’ and referral growth
  • Using video to humanize touchpoints with clients
  • The importance of being intentional with the client experience
  • How small actions help create a “wow” experience
  • How to encourage COIs to provide more referrals
  • Using LinkedIn connections to identify and ask for referrals

David explains how we can humanize client touchpoints to create deeper connections. He examines why advisors need to be intentional with the client experience — focus their time, energy and resources on the right prospects and clients. David also explores the ways to nurture lasting relationships with centers of influence.

It is a great conversation that will help you connect on a deeper and more personal level with clients.

Click here to listen; we welcome your feedback, as always.


P.S.  On December 30, we’ll share access to the next Becoming Referable episode.  It’s a conversation between the two of us that will highlight the most important recurring themes from more than 125 episodes.  And it is bittersweet as it’s also our last episode.  We hope you’ll tune in.


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