The Advisor Solutions Podcast EP 115- Unclogging the Pipeline: Part IV

2024-12-03

Do you ever have a client that you really like? You click with them, and it feels like you’ve been an old friend for years. And, you’d like to have more clients just like them. So, you muster up the courage and say, “I love to work with people like you. Who do you know that I could introduce myself to?” The client instantly looks shocked and replies, “I can’t think of anyone, but if I do, I will let you know.” The problem is, they never let you know. Can you relate to this? If so, know that you...

Do you ever have a client that you really like? You click with them, and it feels like you’ve been an old friend for years. And, you’d like to have more clients just like them.

So, you muster up the courage and say, “I love to work with people like you. Who do you know that I could introduce myself to?” The client instantly looks shocked and replies, “I can’t think of anyone, but if I do, I will let you know.” The problem is, they never let you know. Can you relate to this? If so, know that you are not alone!

Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t have a systematic way of attracting referrals! They don’t take the time to understand each of the possible challenges that can clog the attracting referrals section of the pipeline, nor the solutions to tackle those obstacles. As a result, they go into the referral conversation with an advisor’s perspective rather than a client’s view.

This episode shares practical strategies that successful advisors and agents have used to unclog the pipeline when requesting referrals. These are not just theoretical concepts, but actionable steps you can implement in your practice.

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