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Advisors often ask, “Is it possible to build my business that runs by referral only?”
The answer is, yes!
However, not every advisory team has been able to create a “by referral only” business where the quantity and the quality of clients have been exactly the right fit.
Are you getting enough in-segment clients through referrals and introductions?
In this episode, Bill Cates speaks with Diana DeFrate CFP®, CLU®, chief executive officer and founder, and Katriina Paavola, CFP®, founder at DeFrate & Paavola, LLC. Diana and Katriina share how their successful business operates by referral only, sharing how they do so WITHOUT asking for referrals.
Diana and Katriina discuss:
- How the changes in their target market have affected their business and caused them to make the decision to become “by referral only.”
- The marketing strategies they tried that didn’t work, but led them to what does work.
- Why you should have a ‘wow master’ on your business team to build client relationships
- How they get referrals WITHOUT asking.