A conversation that tripled referrals

Dan Richards | financialalert | 07 February 2012

Last autumn, a veteran adviser I know contacted his retired clients with the suggestion that they meet to discuss one simple goal – to lay out detailed, monthly cash flow forecasts matching funds coming in with cash going out. Not only did this exercise benefit those clients, he tripled his referrals in the process.

The response to his outreach was way beyond this adviser’s expectations. Clients who he'd had difficulty getting into his office suddenly made meeting hi...