FOR ADVISORS WHO WANT MORE REFERRALS WITHOUT FEELING SALESY!
We know EXACTLY why your clients and COIs aren’t giving you more referrals.
Exchange Your Challenges for Solutions
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BECOME A MEMEBER TODAY
Are you puzzled as to why your clients and Centers of Influence (COIs) don’t refer you?
The answer might surprise you.
With over two decades of experience interviewing thousands of top clients and COIs about their referral behaviors, I transitioned from a successful mental health company founder to a passionate advocate for referrals in the finance industry. My background in clinical psychology has equipped me with unique insights into what drives referrals and the barriers that prevent them. Understanding referring from the perspective of the clients and COIs has allowed me to understand the behavior of referring so advisors are able to use the psychology behind referring to achieve success rather than uncomfortable one-liners.
The Shift from Sales to Service
In today's financial landscape, the focus has shifted from sales to service. Gone are the days of closing a sale and informing the clients that you get paid in two ways or that the greatest compliment a client can give is a referral. Advisors are no longer just selling; they are serving. Yet, many still rely on outdated referral strategies that feel disingenuous and uncomfortable. Most advisors are left wishing their clients would refer them, hoping their value is recognized, and praying for a steady stream of referrals. We call this method the wish, hope, and pray method.
While some referrals will come organically, they often don’t arrive at the desired pace or quality. This creates a disconnect between business development goals and actual performance. The good news is that all the referral activity you need to achieve your goal is already happening! It just isn’t happening effectively as your best relationships are missing key elements needed to be effective referral sources.
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A Better Way to Generate Referrals
Do you know the really good news? There is a proven, comfortable method to significantly increase your referrals without stepping outside your comfort zone.
My Journey to Understanding Referrals
My career began in the mental health field, where I co-founded a company that thrived solely on referrals—without spending on marketing. My partner and I took a company focused on client relationships and built it to include more than 70 locations and nearly 600 employees doing well into eight figures of revenue in just five short years. After selling that company with a five year non-compete clause, I entered the finance industry, only to discover that business development was a much tougher challenge than anticipated. Compliance regulations and a crowded marketplace hindered advisors from effectively differentiating themselves.
In my quest to help advisors, I realized that the key to generating referrals lies in understanding the clients and COIs thoughts about referring advisors. I wanted to understand how advisors can encourage consistent, high-quality referrals without asking frequently. I gathered insights directly from them through focus groups and countless interviews, leading to a 20-year journey of exploring referral dynamics.
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The Surprising Truth About Referrals
At some point in every focus group and interview, we simply ask advisors best clients why they don’t refer their advisor to more people. The answers may be surprising to you. I have detailed each in the video below:
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These insights show that clients want to refer, but often feel ill-equipped to do so. They are missing information that is necessary to refer. We would like to believe that providing a great client experience is enough. The problem is that doing so simply makes them willing to refer. We need to make them capable of what they are willing to do already.
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What the Data Reveals
Research shows that 93-98% of clients are willing to refer, yet the actual referrals received fall short. The same research shows that 51% of clients believe they sent at least one new referral to their advisor in just the past year! Did you get 51 referrals from every 100 clients you serve? If so, you probably have a staffing issue to keep up with your growth.
The disconnect lies in the clients’ ability to refer—an aspect you can influence. By instilling five essential characteristics within your client relationships, you can create a consistent flow of quality referrals. Watch each video below detailing these five characteristics. Ask yourself honestly, do my current relationships possess all five of them? If not, good news! You have identified the bottleneck stopping the flow of referrals to your business.
Watch the video:
1. Value vs. Risk
2. Who am I Looking for?
3. What do you do?
4. I Gave Your Name to Someone
5. Goldmines vs. Landmines
Hopefully those videos and your clients and COIs responses to our interviews are beginning to help you identify the opportunity that already exists in your existing relationships. We are here to solve this challenge for you incredibly inexpensively!
To help you tackle these challenges, I’ve developed The Exchange platform
—a membership experience designed for growth-minded advisors. A monthly membership gains you access to:
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Unlimited access to training videos and templates for client and COI referrals
This library houses hours of tutorial videos and templates to give you step by step
instruction on implementation to start earning more referrals now!
Retail Value $999
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Attendance to monthly virtual training sessions with industry experts
These events allow me to present with and interview some of the leading experts in the finance space about business development strategies to help you continue to grow in all areas. If you miss a call, no big deal! We house all sessions in the membership. You will learn actionable strategies to create efficiency and grow your client base.
Retail Value $199 per call
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Participation in “Ask Us Anything” calls
As you implement our strategies, you will run into scenarios that you aren’t quite sure how to handle. No worries! You can attend our bi-weekly calls to ask any questions you have and have them thoroughly answered by me and my team of business development experts. Can’t make the call? No problem, we answer every question through a personal video sent to your inbox.
Retail Value $199 per call
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Our community will take it from there!
As a member, we have a community board where all of members interact with one another from around the world! Have a challenge? Throw it out to the community and watch others who have been there and done that offer answers to you that are helpful and thorough. We also hope you contribute to the solutions for others! Our founders are in the community daily facilitating conversation and offering our thoughts on your questions.
Retail Value PRICELESS
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New Content Added Monthly
We add new content every single month to continue to bring new ideas and strategies for solving your biggest challenges.
BECOME A MEMEBER TODAY
BECOME A MEMEBER TODAY
🔥BUT WAIT, THERE’S MORE 🔥
While I am an expert in converting current relationships into a stream of referrals; many advisors struggle with prospecting, conversion, enhancing client experience, effective technology use, and many other challenges. So, I brought some friends with me! In addition to all the support mentioned above you will gain access to the IP of some of the best coaches available for advisors:
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Random Acts of Value
The Exchange is a partnership between my firm and several other coaching firms that help advisors grow their business and create efficiency. We shoot frequent videos detailing the best business development and efficiency ideas we see as we travel the world coaching and speaking.
PRICELESS
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Short Form Video Marketing Course
Our partners at N2 Marketing have given you access to their unbelievable course on how to use social media and short form video to attract the prospects you want. The founders, Nick and Nate, have more than a 500 million views of their videos in just the past 3 years. In this course you learn step by step strategies to do the same!
Retail Value- $2,000
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The Model FA Accelerator Course
Our partners at the Model FA has been helping advisors identify their “advisor DNA” to help them understand their areas of excellence. They then walk you through using this knowledge to zero in on where your time is best used to build a personal practice exceeding $1 million of revenue.
Retail Value $1000
You will receive access to all of it for just $99/month
and you can cancel at any time you choose. Why is it so inexpensive? Are you going to get us in there and try to upsell us anything?
I know you don’t know us. That’s not our style. All of us stay very busy traveling the world to speak at conventions, coach successful RIA’s, and engage with large institutions to help them grow. We developed this so all the knowledge we have and will continue to gain, can be shared at scale. That’s it….it’s that simple. We want thousands of advisors around the world learning and sharing with each other. So don’t wait if you want to develop a bigger, better, more efficient business. Come join us.
We had nearly 600 advisors from 6 continents join in the first 10 days of launch and
here’s what they had to say:
Hey! Just wanted to say thanks for the amazing social media course. 📈 My engagement has tripled since I started using your strategies! 🙌
Thank you for the Pinterest Marketing Playbook! 📌 My website traffic from Pinterest has doubled. 🔥
Thank you for the Pinterest Marketing Playbook! 📌 My website traffic from Pinterest has doubled. 🔥
Hi! I completed the Instagram Growth Masterclass last month. Already seeing a 40% increase in followers! 📸🚀 Thank you so much!
Just wanted to drop a quick note to say your Facebook Ad Campaign Blueprint is a lifesaver. My ad ROI has improved significantly. 💵
Hey! Just wanted to say thanks for the amazing social media course. 📈 My engagement has tripled since I started using your strategies! 🙌