Client Driven Practice Blog

Niche Marketing Will Become Mandatory For Clients To Find You

Stephen Wershing — Mon, 21 May 2012 15:14:40 +0000

Back in March, Lisa Gray posted an article on Advisors4 Advisors entitled “The Big Referral Myth: How The Internet Has Changed The Way Advisors Get Business." In it, she suggests that referrals are no longer the most important way advisors get new clients, but that searching on the web has become the single most critical way to attract new clients.

Referral webinar replay now available

Stephen Wershing — Thu, 03 May 2012 17:58:35 +0000

Today’s webinar on attracting referrals was a great success! See the replay anytime by going here: http://www.brighttalk.com/webcast/6867/45723

Lessons From the Dow Jones Man-on-the-Street Referral Survey

Stephen Wershing — Wed, 02 May 2012 18:10:20 +0000

Veronica Dagher of Dow Jones recently posted a video in which she asks passersby on a Manhattan street what would cause them to make a referral to their financial advisor. Some sample questions and answers include "What do you like best about your advisor?" "He gives me thoughtful ideas."

Steve Talks Referral Marketing on RegisteredRep TV!

Stephen Wershing — Mon, 30 Apr 2012 20:36:06 +0000

See Steve's interview with David Armstrong on Registered Rep TV.

Technology Won't Organize Us, it Creates a Greater Need to be Organized

Stephen Wershing — Tue, 24 Apr 2012 16:56:14 +0000

Technology was supposed to make our lives simpler, and it has – provided you have discipline and realistic expectations.

Curian Makes A Common Mistake In Explaining A Drop-Off In Referrals

Stephen Wershing — Fri, 20 Apr 2012 17:50:31 +0000

A volatile or declining market is too easy and superficial an explanation why clients are not referring.

Reason #27 To Get Client Feedback – Your Clients Don't Like "Fee-Based”

Stephen Wershing — Fri, 13 Apr 2012 18:55:52 +0000

Advisors who don't seek client feedback don't know what their clients want, they know what the advisor thinks they should want.

Are You Willing to be Accountable to Your Clients?

Stephen Wershing — Wed, 11 Apr 2012 20:23:53 +0000

One thing preventing us from getting more clients is our unwillingness to take their advice

A Clear and Unique Value is Critical Because Everyone Wants to Eat Your Lunch

Stephen Wershing — Fri, 06 Apr 2012 17:09:07 +0000

Financial advisors are facing more competition from more directions than ever. With so much choice, there are more reasons now than at any point in the past why you must represent something specific your target clients want if you hope to attract referrals.

Understand Why People Make Referrals and You Can Attract More

Stephen Wershing — Thu, 29 Mar 2012 15:31:19 +0000

I specifically say “make a referral to you” and not “give you a referral” because, when it happens naturally, a referral is not something a client gives you; a referral is something he gives a friend.