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Create a Steady Stream of Qualified Referrals
Referrals are your ultimate encore.
Referrals should be at the center of your client acquisition strategies. Unfortunately, many advisors over-complicate the process and turn what should be a simple, recurring activity into an infrequent and sometimes painful occurrence. In this section of EncoreAdvisor.com we help our members discuss, develop and implement referral strategies that fit your personal and business styles. To get started in this section of our website, you may want to view our Web Class "The Client Advocacy Short Course".
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Three Quick Tips for Improving Your Prospecting Results
Rob Brown
If you struggle with prospecting, it may be time to refashion your approach. Whether you need a large dose of new clients or prefer to more selectively add clients to your roster, this restructuring can be simple. More importantly, you don't need to re-invent the wheel, learn from the success of your peers. To help you get started, this coaching session gives you three strategies that are having a big impact on advisors today. . . . keep reading
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8 Questions to Help You Calculate Your Goal for New Relationships
Rob Brown
Prospecting is tough work, but when you realistically set a target for new relationships and work backwards to your activities, you can produce better results with a lot less effort. As you set your sights on adding new relationships to your practice, it may be helpful to walk through a simple analysis. All you'll need is a pencil and the back of an envelope to answer 8 questions. . . . keep reading
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More on Creating an Advocacy-Based Referral System
Rob Brown
A couple weeks ago, I wrote about a coaching client of mine who gathered 25 new referrals in less than two weeks. Following that post, I received a couple emails from readers who had specific questions about my advocacy approach to referrals. This week, I thought it might be helpful to share my responses. . . . keep reading
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25 Referrals in About Two Weeks
Rob Brown
I'm currently coaching an advisor who has picked up 25 referrals over the past two weeks. He only received about a dozen referrals in all of 2007, so he's very excited about the prospects for the rest of 2008. This coaching session gives you a quick summary of the approach he's been using. . . . keep reading
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Improving Your Networking Results
Rob Brown
Networking is an integral part of many financial advisors plans for growing their businesses. But to really make it work, you can't just wing it. Like any other important practice management technique, you should plan for it, practice it and give it the time it deserves. This coaching session serves as a guide for improving your networking results. . . . keep reading
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Six Ways to Make Referrals an Ongoing Part of Your Business Routines
Rob Brown
Referrals should be an important part of every financial advisor's practice, but there are a number of questions that always surround this subject. Should you promote or ask for referrals? When is the right time - once a year or on an ongoing basis? This coaching session highlights six ways to promote referrals and offers a simple referral tool. These ideas can easily be incorporated into your ongoing business routines. . . . keep reading
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A Couple Quick Tips for Finding IRA and Rollover Prospects
Rob Brown
The IRA and Rollover markets are huge. Financial advisors who want to capture these assets are best advised to do some advance planning. It all starts with defining your niche and building lists of qualified prospects. This coaching session will get you started. . . . keep reading
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Ask these 4 Questions before You Spend More Time and Money Prospecting
Rob Brown
All too often, prospecting takes a back seat to the other important client and team management activities. If you're concerned because your prospecting efforts aren't producing the results you expect - it may be time to do a little self-diagnosis. This article gives you 4 questions to consider when evaluating your current prospecting techniques. . . . keep reading
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Building Advocacy: 4 Quick Examples
Rob Brown
Building Advocacy is one of the most effective methods for gaining referrals, growing your practice and ultimately creating encores. This article gives you 4 quick examples of how it might work in your practice. . . . keep reading
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Building Advocacy: Four Sources for Referrals
Rob Brown
Building Advocacy is one of the most effective methods for gaining referrals, growing your practice and ultimately creating encores. This article gives you a quick understanding of both the benefits and sources of advocacy. . . . keep reading
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Client Advocacy: Wow, It Worked!
Rob Brown
Great ideas never work if they are not put into action. This week we share a success story from one of our clients who "accidentally" put our advocacy referral strategy to work in a client meeting. We encourage you to learn form this example and give advocacy a try in your NEXT meeting. . . . keep reading
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How to Increase Your Referrals through Advocacy
Rob Brown
Building advocacy into your practice will help you develop a steady stream of qualified referrals. This article walks you through a simple 5 step process for making referral gathering a regular part of your business building routine. . . . keep reading
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In this uncertain investment climate, are your PROSPECTS more eager to hear your ideas?
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| "Benefits to working with Rob Brown and EncoreAdvisor.com: vacation in Hawaii, 2 family vacations this year and a new car. Great tools to grow your practice."
Ron - CPA, CFP
RIA
Omaha
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AR
Wealth Advisor
Scotia McLeod
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Greg - CPA/PFS, CFP
Wealth Manager
California
"Thanks to one simple idea, I have done more business in the last 8 days than I did over the 4 previous months."
Laura
Raymond James
Florida
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Dennis
Morgan Stanley
Alabama
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Independent Rep
New York |
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