Referral Economics

The Referral
You Never Got

Your best client had dinner with her sister. Her sister has $1.2M to invest. Guess who didn't get the call?

The Text Thread You'll Never See

This conversation happened. You just weren't part of it.

Sister
Hey! You mentioned your financial advisor at dinner. I'm finally ready to get serious about retirement planning. Is she good?
Your Client
She's fine I guess. Returns have been decent.
Just "fine"? You don't sound excited...
Honestly? The quarterly reviews are kind of... basic. Like a generic PDF with my name on it. I never feel like she really knows MY situation.
· · ·
Oh. My friend Karen's advisor sends her these amazing personalized reports with charts and commentary. Even a video walkthrough. Maybe I should ask Karen for her advisor's info instead?
Yeah probably. I've been thinking about switching too honestly.

The Referral Chain That Died

One "fine" presentation. A cascade of lost opportunity.

$1.2M
Sister's portfolio
→
$800K
Sister's husband
→
$2.4M
Their business partner
→
Gone
To Karen's advisor

Lifetime Revenue Lost

$880,000
$4.4M AUM × 1% fee × 20 years

Why Clients Don't Refer "Fine" Advisors

I'm not going to stake my reputation recommending someone who makes me feel like just another account number. When I refer, I want my friend to be impressed. I want to look good.

— What your clients won't tell you

The Text Thread That Gets You Referrals

When clients feel like VIPs, they can't stop talking about you.

Sister
You mentioned your financial advisor. I need help with my retirement planning. Any good?
Your Client
Oh my god, she's AMAZING. You have to see the reports she sends. Completely personalized. She even made a video walking me through my Q3 performance.
Wait, a video? That sounds incredible. Can you send me her info??
Already texting you her number. Tell her I sent you - she'll take great care of you.

Turn Clients Into Advocates

Presentations so impressive, they can't help but refer you.

Create Referable Presentations