Inc. offers is conducting client surveys for individual advisors so they can pinpoint areas of strength and weakness in their businesses. Client referrals is just one area that can be targeted. Of course, you can conduct your own survey, but the benefits of having a third party render unbiased statistics cannot be overstated. If not, look to your clients' satisfaction levels and take some action to improve your standing in their eyes. The Trusted Advisor takes a lack of unsolicited referrals as a sign that clients need something they're not delivering and find out what it is.
Salespeople just work harder on their referral-asking techniques.
He is a top-rated speaker and is considered by many top producers to be the financial service industry's foremost interview skills coach.