referrals not converting

Who do most people turn to first for financial advice? Whoever is “top of mind”…and who is that usually? Their family. Research in multiple countries and jurisdictions repeatedly shows that the number one source of…

Getting referrals consistently is hard for most…but oddly enough it is also easy for many. Or is it? Lots of advisers say they get all their new business from referral, but when you dig into…

Getting referrals from clients is usually a very hit & miss thing for advisers…IF they remember to put the issue on the table at all. Largely this is an issue created by not being systematic…

There was a time when converting 10% of your prospects was the path to career success as a financial adviser. Hard to believe perhaps, but true. Everyone starting in a sales role was told to…

Too many referrals today are not converting into clients for too many professionals – and all too often the professionals are puzzled about why that is. Typically it comes down to us not looking good…

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…