Why Your Clients Don't Send You Referrals

1/15/2016

By Antoinette Rodriguez, MBA

Have you ever been in the position where your clients tell you about an insurance ticket, mortgage or a large investment account that they referred to another Advisor?

After you get up off the floor, here are some questions to ponder as to why:

Do your clients think you are too busy for new business?
Do you or your staff seem harried when they call the office?
Do your clients secretly want to keep you to themselves?
Do your clients know about all the products or services that you offer?
Have you stayed in touch through a drip marketing campaign so that you are top of mind when referral opportunities arise?
Do your clients feel that your minimum account size is so high that they automatically disqualify potential referrals?

And this one, polite company will rarely discuss, but have your clients bought "too much" into your carefully curated success brand? In other words, do they feel that award-winning, flashy you doesn't "need" any more referrals?

Be gentle, but proactive in getting to the root of the referral oversight and whatever you do - Stay in Touch!

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1 Comment

Marty Morua

1/15/2016 06:57:24 am

This one resonates with me:

"Do you or your staff seem harried when they call the office?"

During my many years working with my financial advisor clients, there were many offices I'd call on a daily basis and first impressions were not always great.

Its that first interaction, the moment anyone at an advisors office picks up the phone that sets the tone. Whether it was a receptionist, a para-planner or the financial advisor themselves, there were countless times I was completely turned off from their phone etiquette. I was not their client and thought I HOPE they don't speak to their clients in this harried way too :-/

Great job Antoinette!

Marty Morua

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Blog Author

Antoinette Rodriguez aka "ARod" is the CEO of New York City-based MarFi Advisors, a Million Dollar -level consulting firm and coach to financial and professional service providers.

ARod is also the lead video producer for MarFi Video Production for Independent Financial Advisors.

She has over 35 years of experience in "C" level relationship development and is a former Financial Advisor at Merrill Lynch's New York City then downtown World Financial Center headquarters.

If you want to book a one on one consult with Antoinette Rodriguez, email her here.

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