Advisor Learning Center

Your resource to becoming a Breakout Advisor

Visit our Learning Center regularly for the latest techniques that will help you break out from the crowd and become a top producer.

The Referral Chain of Events

Do you have the tools to optimize your referral process?

By
November 28, 2016

Fill out the form to unlock resource.

Thank you

DOWNLOAD PDF

The Referral Chain of Events

Beginning in the early 1990s, the referral chain of events evolved from two steps to three.

The two-step process was when one of your satisfied customers had a conversation with a friend or colleague about wealth management, retirement planning, or perhaps estate planning. Routinely, your name would be mentioned as a capable financial professional who has helped them and potentially could help the friend or colleague, thereby completing Step 1. Oftentimes, your client’s friend or colleague would call you to arrange a meeting to discuss his or her needs and objectives, and to determine whether your products and services aligned, completing Step 2.

Today, according to an Adweek survey, 81% of the time the referred friend or colleague will first check the Internet to learn more about you and validate if a next step is warranted. For many individuals, if you are not e-visible because they can’t find your website, you may be deemed invisible. And, potentially, no contact is made.

Don’t run the risk of Step 3 being incomplete. Validate yourself with a professional website that allows prospects to meet you online before they call you.

, , ,