Simon Goldthorpe: Increasing client referrals in 2021

Back in the nineties, when advisers were subjected to an observed interview from a supervisor, one of the key competencies was asking for a client referral. But the adviser didn't just have to ask for a referral. They also had to hand the client a business card and ask them to pass it onto any colleagues, friends or family who might benefit from advice. So they did. In the real world, however, IFAs would never have done this. The rest of the time they felt too uncomfortable, nervous, or just plain daft trying to generate a lead from the client in front of them. In many ways, little...