Increasing referral opportunities starts with your current clients. Client retention is one of the most important parts of your practice and possibly the most overlooked. So ask yourself, “Am I setting the proper foundation for a steady referral stream?”
While you reflect, here are a few tactics to incorporate in your practice:
1. Create an Experience
From educational seminars to in-office meetings, these are your opportunities to show off your impeccable organization. Your client is seeking solutions and it is important to not only provide answers but also high quality customer service. As each positive experience impacts your client, they will be more likely to share their experience with a friend or family member.
Are you creating a flawless experience for your clients?
2. Communicate Constantly
When it comes to working with clients, my biggest advice to our advisors is “out of sight, out of mind.” This age old saying is a powerful reality if you are not taking the time to reach out to your existing clients. Thanks to technology you are able to keep in touch a dozen different ways all year long, but quality content is key! So don’t forget to make your message relevant.
Would your client pass along your emails to friends?
3. Host Effective Client Events
Client events do not have to be flashy affairs but get creative! Think of client events as a way to thank your clients for their business and strengthen your personal relationship, but make the event appealing enough that they will want to bring a friend.
Are your client events well communicated and engaging?
4. Establish Referral Partners
Strategic referral alliances benefit everyone involved. Businesses benefit because they are helped to attract better clients; clients benefit by working with a tight-knit group of professionals. The challenge lies in finding good referral partners and developing the relationship so that both parties come out on top.
Who should you target for strategic alliances?
For additional information on how to establish these four tactics and more, contact your FIG Sales Consultant or give us a call at 800-527-1155.