Receiving referrals from clients or, rather, introductions is an important way to grow your business, writes Simon Goldthorpe, who takes a look at how to improve your 'introduction rate'...
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...
To continue reading this article...
Join Professional Adviser for free
- Unlimited access to real-time news, industry insights and market intelligence
- Stay ahead of the curve with spotlights on emerging trends and technologies
- Receive breaking news stories straight to your inbox in the daily newsletters
- Make smart business decisions with the latest developments in regulation, investing retirement and protection
- Members-only access to the editor’s weekly Friday commentary
- Be the first to hear about our events and awards programmes