Do this to avoid messing up a client referral

Sign Up For Daily Newsletter: Receive one actionable marketing tip each DAY!

May 28, 2024

Subscribe: Email | RSS

Everybody talks about getting referrals from clients, but nobody really talks about what to do when they go south. What if the client doesn’t actually make the referral? What if the referral doesn’t call you back? I’ve got Bill Cates here and he’s going to discuss all of this and more as covered in his book, “The Language of Referrals.”

For those of you who are new to my blog, my name is Sara. I am a CFA® charterholder and financial advisor marketing consultant. I have a newsletter in which I talk about financial advisor lead generation topics which is best described as “fun and irreverent.”

Sara Grillo, CFA is a highly fun and slightly crazy marketing consultant based in NYC. — I am an irreverent and fun marketing consultant for financial advisors

Client referral tips

There were some great takeaways here. We covered the main points from Bill’s book and there were some powerful takeaways about:

The words to say when asking for a referral without begging or being pushy
How to be more “referable”
How to plant seeds and trigger introductions
The value discussion – how to have it

Enjoy the show!

Sara’s upshot

Are you ready to go leave the AUM fee model for hourly, flat, or advice only planning?

Learn what to say to prospects on social media messenger apps without sounding like a washing machine salesperson. This e-book contains 47 financial advisor LinkedIn messages, sequences, and scripts, and they are all two sentences or less.

This is a book about financial advisor LinkedIn messages which contains scripts you can use to get new prospects.

You could also consider this LinkedIn training program which teaches financial advisors how to get new clients and leads from LinkedIn.

The Sara Grillo membership is a social media program for financial advisors - but only the cool ones.

Thanks for reading. If you are a financial advisor reading this, I hope you’ll at least join my weekly newsletter about financial advisor lead generation.

See you in the next one!

-Sara G

About Bill Cates

Bill Cates is widely recognized as one of the foremost experts in the art and science of acquiring new clients
through referrals and personal introductions. Bill is president of Referral Coach International, founder of The Cates Academy for Relationship Marketing™, and the host of the podcast TopAdvisorPodcast.com. Bill was recently rated as the #1 Financial Advisor Influencer by Indigo Marketing.
Bill is also a bestselling author. His books are, Get More Referrals Now, Don’t Keep Me a Secret, Beyond Referrals, Radical Relevance, and his latest book is The Language of Referrals.

Disclosures

Grillo Investment Management, LLC does not guarantee any specific level of performance, the success of any strategy that Grillo Investment Management, LLC may use, or the success of any program. Nothing in these materials may be construed as an investment, insurance, or financial recommendation. For such a recommendation, consult with a financial advisor.

Grillo Investment Management, LLC will strive to maintain current information however it may become out of date. Grillo Investment Management, LLC is under no obligation to advise users of subsequent changes to statements or information contained herein. This information is general in nature; for specific advice applicable to your current situation please contact a consultant or advisor. Opinions stated by third parties may not be correct and do not reflect the views of Grillo Investment Management, LLC. Grillo Investment Management, LLC may not be held accountable for any statements made by third parties.

Any questions? Send 'em in!

Practice Management

Is it Okay for Financial Advisors to Swear in Front of Clients?

Swearing is a big no-no for advisors to do in front of clients, but if done correctly (and that’s a big “if”), swearing can set you apart from other brands that may not have the courage to be so raw. Just as the famous financial disclaimer goes: higher risk, higher potential reward.

June 8, 2018

Practice Management

Is it Okay for Financial Advisors to Cry in Front of Clients?

I’ve talked before about how instead of being shrouded and veiled, advisors should come across in a more human and relatable way with clients and prospects. But how raw can get you before you step over the line –is it okay to cry in front of clients? Sometimes the authenticity can say more about your authenticity than any marketing pitch.

June 8, 2018

Financial Advisor Lead Generation

Financial advisor office design tips

For financial advisors, getting leads is a brutal task so make it

June 4, 2018

Financial Advisor Marketing

My Take on Michael Kitces’ Opinion of Investopedia Advisor Insights

While I agree with Kitces’ point, I also see a few ideas that this article didn’t mention which are important for advisors to consider if they are creating a digital marketing strategy.

June 3, 2018

Uncategorized

7 Signs Your Financial Planning Website Is Outdated – Guest Post

We get asked the question a lot – “Does my website need to be updated?” If you haven’t touched your website in a year or more then it’s likely likely your technology is lagging. But more importantly, you may be losing customers. Still unsure if your website is past it’s prime? Our team has put together a list of the top seven signs your website may be in need of a redesign.

May 11, 2018