As a business owner we’re always thinking about generating new business, and in a service business like financial planning, referrals are often one of the best ways to bring in new clients. In this episode Peter Fysh talks to us about bringing in those referrals…
Why build effective referral partnerships?
To address the broader needs of your clients. We need to ensure we have strong relationships where all needs are addressed and the risk of litigation is reduced.
Why is it often not happening?
It often comes down to one professional making it all about them. Acknowledging that clients have needs beyond what you offer is a great way to help look after them!
Be looking for partnerships…
… but begin the conversation from the potential partner’s point of view. For example: “Hi Fred, I have clients who are looking for the services you offer, can I refer them to you?”. Be helpful and make the referrals first yourself, rather than expecting others to immediately refer to you.
Peter Fysh is the Principal of Financial Planning and Succession Pty Ltd, assisting business owners with their succession planning, as well as acquiring additional planning businesses. He is also an expert when it comes to developing productive referral relationships, which he helps businesses to establish.
You can find out more about Peter and Financial Planning and Succession Pty Ltd by checking out their website here… http://www.exitstrategysuccession.com.au/