JULIE LITTLECHILD'S BLOG


Tag Archives | referrals

Is It OK to Talk About Growth?

Our focus, during this crisis, has naturally been on our clients.  The reality is, however, that we are facing a ‘human crisis’ not a ‘client crisis’. And that means that everything that I’ve suggested, to actively demonstrate leadership with clients, can also help nurture relationships with prospective clients.  After all, they have the same concerns, […]

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The Anatomy of the Referral

While everything seems to be changing around us, that may not be the case when it comes to understanding referrals.  And that’s a good thing. A few too many years ago than I care to admit, I wrote a report called The Anatomy of the Referral, drawing on the results of our first large-scale investor […]

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The Itch I Needed to Scratch

Sometimes we have an itch we just need to scratch. Professionally, it can happen when we look back at work we’ve done and, despite feeling proud of the outcome, realize that we’re not quite finished. That’s how it was between me and helping advisors to gather – and use – client feedback. I had created […]

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Why Do So Few Clients Actually Refer?

We like to believe that the reason otherwise satisfied clients don’t refer is because they don’t like to talk about anything even vaguely related to money with the people they know. It turns out that’s true for about 19 percent of clients who don’t refer. And that leaves almost 80% of those clients who provide […]

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The Reason You Don’t Get More Referrals from Centers of Influence

The vast majority of advisors I speak with agree that referrals from centers of influence are a significant opportunity. It’s an opportunity, however, of the ‘untapped’ variety. Yes, referrals from clients continue to be the dominant driver of new business. When we recently asked 575 high net worth investors how they first became aware of […]

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