What Motivates Clients to Provide Referrals?

Littlechild, Julie
May 2008
Journal of Financial Planning;May/Jun2008 Solutions, p10
Academic Journal
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.


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