Question

As a financial advisor targeting Doctors as the market how do i leverage friends, relatives, and COI'S for referrals?

Answer 1

If you already have established relationships and your goal is to encourage more referrals, then your over-arching strategy is ‘active reassurance.Perception is reality, so find objective ways to demonstrate and communicate your value and don’t get too hung up on whether you feel you should have to do this or not. They may not know how wonderful you are, at least not yet. Advisors should gather client feedback and share those results with centers of influence.Write up a summary of your results and forward that to your professional contacts. It provides an objective snapshot of your value, through the eyes of your clients.Find ways to quantify and communicate the value you provide.At a minimum, define clear service standards in your business and share those with centers of influence, including such things as response time to client calls or frequency of plan reviews. Even better, hold an annual ‘relationship review’ meeting with key centers of influence to discuss their perception of the service you are providing to their clients and to uncover unmet needs and opportunities.