JULIE LITTLECHILD'S BLOG


Tag Archives | referrals

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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This Just In: New Research on Referability

The data is in.  And yes, you are very likely standing at the base of a mountain of referral opportunity. Clients love you, they tell their friends and you don’t meet most of the people who hear about the great work you do. It’s time to stop the referral madness. The Opportunity (Though the Eyes of […]

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A Driver of Referrals That May Surprise You

I love it when data surprises me and that’s exactly what happened this week. As you may know, I’ve spent more than a few years researching the drivers of referrals, translating that into a referral model and sharing that information through this blog and the presentations I deliver. For the most part, the focus has […]

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Turning Referrals into Introductions

We tie ourselves into knots trying to understand why more of our clients, who clearly love us so much, don’t tell their friends and families about us. I’ve written, at length, about why clients don’t refer and why they do and I believe that understanding the answers to both questions is critically important. What I haven’t […]

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