TITLE

What Motivates Clients to Provide Referrals?

AUTHOR(S)
Littlechild, Julie
PUB. DATE
May 2008
SOURCE
Journal of Financial Planning;May/Jun2008 Solutions, p10
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article discusses how financial planners can increase the number of referrals they receive from existing clients. Planners need to provide a sufficient level of service to clients that will make them willing to give referrals. Even if a client is very satisfied, that is no guarantee that a referral is forthcoming, and two strategies are presented for turning satisfied customers into referring ones. Planners may ask outright for a referral, but research indicates most referrals arise out of conversations between friends.
ACCESSION #
31955081

 

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