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Buildong a COI referral system for financial advisors
How to build a COI referral system
by Tony Vidler        If you want to get a regular, repeatable, stream of well qualified prospects for your business then nothing beats having  a Centre of Influence (COI) driving the right types of ideal clients to you.   A good COI will be an advocate for you and your business, and be proactively recommending […]
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referral-generation
Get More Referrals With Repetition
by Tony Vidler        Getting more referrals is a bit of a Holy Grail for most advisers.  Referrals are gold and we all know that, yet it seems so hard for so many professionals to create consistent and constant referral business.  We know that referrals remain the most powerful marketing despite the plethora of advertising and […]
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centre-of-influence
The 4 Parts To Getting The COI Onboard
by Tony Vidler        Getting the COI onboard requires a fair bit more than a smile and a handshake.  The potential Centre-Of-Influence that you want to network with is the gatekeeper to the clients you want to work with, and there are generally 4 things that stand in the way of them actually letting you […]
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face-2-face
Does Face-to-Face Time Fuel Referrals Really?
by Tony Vidler        Virtual meetings are efficient, but if there is one thing that can help any professional fuel referrals it is face-to-face time with clients and influencers.   Actual getting-together-with those other humans more often tends to lead to better or deeper relationships, and more opportunities to be positioned for referrals and recommendations. […]
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great-testimonials
Make Your Testimonials Resonate With Prospects
by Tony Vidler        Testimonials are great marketing, but they are losing their effectiveness a little if you still do them conventionally.  All is not lost with testimonials however, as one small change CAN make them resonate with your target audience a little better.   Consumers are not silly and they know we are never […]
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equitable-business-alliances
Creating Equitable Referral Alliances
by Tony Vidler        For referral alliances to be sustainable both parties must feel that the alliance is equitable.  If one party keeps getting more out of it than the other, is that alliance likely to last long term?   One party at some point is going to feel that the relationship is rather one-sided […]
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referral-who-do-you-know
Dropping the “Who Do You Know” bomb is dumb.
by Tony Vidler        One of the time-tested techniques of sales is to obtain referrals by dropping a “who do you know” bomb on them…and it is dumb.   It has never actually worked all that well really, and it works even less well today.   Adding an extra word in there doesn’t make it […]
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