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On Wall Street January 1, 2012 Todd Colbeck	Becoming A Lean, Mean Referral Machine Referrals are the best marketing system selected by advisors when surveyed -- particularly for the high-net-worth client.
Investment Advisor April 1, 2011 Joni Youngwirth	To Ask or Not to Ask? Develop an Effective Referral Strategy in a World of Contradictory Advice It's not how, who, or when you ask -- it's if
Financial Planning April 1, 2008 John J Bowen	Referrals for the Asking The majority of advisors are ignoring one of the most effective, efficient and obvious sources for new referrals: their existing clients.
Financial Planning November 1, 2010 Julie Littlechild	Secrets of Referrals To crack the referral code, my firm, Advisor Impact, went to the one true source of insight on the topic: your clients.
Registered Rep. December 9, 2010 Diana Britton	Clients Aren't Pulling Trigger On Referrals, Survey Says While most clients say they are ready and willing to provide a referral for their financial advisors, many of them are not actually following through on it.
Investment Advisor December 2007 Susan L. Hirshman	Referrals Revisited Start today on a better method to get better referrals. Often for financial advisors, your best sources of future clients are right in front of you. You just have to unleash them from your book.
On Wall Street April 1, 2011 Todd Colbeck	High-Net-Worth Marketing In Three Easy Steps High-net-worth clients are less likely to respond to direct mail seminars and advertising. Introductions are the preferred way for them to meet a new advisor. Try these techniques.
Financial Planning June 1, 2008 Elizabeth O'Brien	Don't Keep Me a Secret! In his new book, Don't Keep Me a Secret!, Bill Cates, president of Referral Coach International, has a trademarked process for advisors to assist them in generating referrals.
On Wall Street June 1, 2012	Five Questions With Stephen Wershing Forget about asking for referrals. That's the advice of former financial advisor Stephen Wershing, CFP. He tells us how advisors can reorder their thinking.
Financial Planning December 1, 2010 Stephanie Bogan	Talking Back There is a strong argument that the very process of asking for feedback can help to build strong client relationships.
Registered Rep. July 10, 2006 Halah Touryalai	Survey Says: To Get More Assets, Do Well for Current Clients When it comes to investing, the bottom line for your financial advisory clients is, well, the bottom line. Sounds obvious, right? Still, you might be surprised at how important satisfying client demands is to your business.
Financial Advisor December 2006 Pomering & Littlechild	Using Client Feedback To Unlock Client Value How can you use client feedback to unlock client value in your financial advisory business?
Investment Advisor September 2008 Adolf & Kodialam	Brick by Brick How to implement an active marketing program to compliment the traditional word-of-mouth method of finding new clients.
Investment Advisor January 2008 Susan L. Hirshman	Referrals Revisited:Part II Matching financial advisory clients' perceptions of your value with the reality.
Financial Planning June 1, 2007 Kathy Gevlin	Advisor Pulse The happiest financial advisors really do put their clients first, asserts the first study of advisor satisfaction.
Financial Advisor January 2008 Andy Gluck	Believe In Yourself A conversation with Frank Maselli, whose new book, Referrals: The Professional Way, teaches financial advisors a system for getting referrals.
Financial Advisor October 2007 Grove & Prince	7 Steps To An Affluent Client Referral It's common knowledge that referrals are the best way to build an advisory business, especially if you want more wealthy clients. Here are the steps that lead to a successful client referral.
On Wall Street July 1, 2013 Todd Colbeck	Mining Your Professional Network Customize your approach to other types of professionals to increase your chances of getting referrals.
Registered Rep. May 1, 2005 Anne Field	Refer Madness When it comes to finding new business, referrals, of course, are the gold standard. What could be a more effective marketing tactic than having existing accounts or business associates urge their own network of friends, family and clients to seek you out?
Registered Rep. October 14, 2013 Matt Oechsli	Mastering the Personal Introduction An important point to remember is that by asking for an introduction, you are helping your client help you by identifying a specific person you'd like to meet.
Financial Planning April 1, 2012 Stephanie Bogan	The Rule of Influentuals A new survey shows that advisors are not proactive when it comes to drumming up clients, which means there's a wealth of untapped opportunity out there.
Entrepreneur February 2008 John Jantsch	Frame of Reference Referral-based business is good business, so why not put it front and center?
Registered Rep. December 8, 2015	2015 Broker Report Card: Advisor Satisfaction For those advisors employed at national broker firms, overall satisfaction took a hit as markets remain uncertain.
Financial Advisor May 2012	Satisfaction A job satisfaction study by J.D. Power found that financial advisors' happiness with their work is most dependent on their firm's performance.
Financial Planning October 1, 2010 Bogan & Doss	The Marketing Plan You'll Need The struggle many advisors face is that active marketing can seem as daunting and complex as a piano concerto by Johann Sebastian Bach.
Financial Planning May 1, 2012 John J. Bowen, Jr.	Borrow From the Best One of the best ways to learn what it takes to succeed in our business is to look at the best practices of elite financial advisors who are enjoying tremendous success in the marketplace.
On Wall Street July 1, 2011 Todd Colbeck	How to Avoid 12 Big Marketing Mistakes The primary principle of building a marketing plan is to use a comprehensive and strategic approach. Here are mistakes to avoid and advice on how to do it right.
Financial Planning February 1, 2008 John J. Bowen Jr.	The Wow Factor Never underestimate the role that client service plays in your advisory business.
Financial Planning June 1, 2008 Julie Littlechild	Is Loyalty Enough? When it comes to client relationships, though, client loyalty should not be the primary objective.
Financial Planning November 1, 2010 John J. Bowen, Jr.	Wow Right Now Starting now, you need to delight your clients if you want to keep their business and maintain their loyalty going forward.
Financial Planning January 1, 2013 John J. Bowen, Jr.	How to Increase Client Satisfaction It s not about your skills, it turns out - other factors are more important in maintaining happiness and loyalty.
Registered Rep. January 29, 2015 Matt Oechsli	The Elite Financial Advisor of 2015 Most advisors would love to call themselves "elite," placing them in the small cadre of advisors that do the right activities the right way and are seeing phenomenal results. What exactly does this exclusive group look like?
Financial Advisor March 2006 Grove & Prince	The Secrets Of Million-Dollar Producers Here is how the role client loyalty plays in both the sustainability of the client/advisor relationship through difficult market conditions and poor performance and the client's willingness to provide more assets and referrals to the advisor.
Financial Planning January 1, 2009 John J Bowen Jr	Interesting Times This interesting financial environment offers unparalleled opportunities for advisors to grow their businesses and come out of the current mess stronger than ever.
On Wall Street April 1, 2013 Margarida Correia	Referrals Aren't Enough to Lure Clients Contrary to what many advisors assume, referrals do not automatically create new wealthy clients.
Investment Advisor August 2007 Robert F. Keane	Speaking Out Don't be shy about marketing yourself. You have a story to tell. The reality is that most financial advisors think marketing is a dirty word, but properly promoting yourself can bring you more of the types of clients that you want.
Registered Rep. May 1, 2012 Anne Field	Slow Growth Hustle Thomas Balcom wants to take his $50 million AUM practice in Boca Raton, Fla. to $100 million in five years.
HBS Working Knowledge November 3, 2011 James Heskett	The Ultimate Question in Management In their book, Fred Reichheld and Rob Markey remind us of the simplicity of the Net Promoter Score. It's the product of answers to one question, "How likely is it you would recommend us to a friend?"
Registered Rep. February 10, 2015 Lauren Barack	Turning Data Into Gold Tracking the data wake investors leave behind is changing the way financial advisors deliver services to clients.
BusinessWeek January 30, 2006 Jena McGregor	Would You Recommend Us? Customer recommendations are shaking up planning and executive pay.
Financial Advisor December 2011 Robert Laura	Emotional Alpha Advisors can ask themselves five questions to determine the value they add to each client relationship that's beyond investment performance.
Financial Planning April 1, 2013 John J. Bowen, Jr.	5 Success Tips From High-Performing Advisors A new study of high-earning advisors offers 5 clear success tips.
Registered Rep. May 19, 2010 Anne Field	The Art Of The Referral Everyone wants to win new business through referrals from clients and other associates. And why not? It's considerably more efficient than, say, running seminars or dialing for dollars and it produces infinitely "warmer" prospects.
Financial Planning August 1, 2005 David J. Drucker	The All-Referral Practice Is it really possible to build a financial planning business completely on word of mouth?
Financial Planning October 1, 2009 Stephanie Bogan	Marketing that Works While attractive, referrals should not be the sole strategy for driving steady, sustainable growth of your financial advisory business.
Financial Planning January 5, 2008 John J. Bowen Jr.	Better Than Average Making a New Year's resolution to improve your practice? A new survey lets you benchmark your performance against the broader advisory community.
Financial Advisor May 2006 David J. Drucker	Think Again In a business whose members clamor for any tidbit of practice management guidance that might help them be more efficient and more effective, it's amazing the client survey hasn't become a prime management tool for financial advisors.
Investment Advisor August 2006 Susan L. Hirshman	The Wealth Advisor: Lessons From the Best With a targeted client plan consisting of an integrated approach for client segmentation, actively pursuing referrals, and furthering meaningful client contact, financial advisors will be on their way to meeting their clients' financial needs.
Entrepreneur May 2007 Mark Henricks	You Know Who? Where to find that perfect new employee? Ask the ones you already have.
Investment Advisor March 2007 Mark Tibergien	Refer Madness A disciplined marketing approach will help you drive future growth for your financial advisory practice.