Client Feedback

New Schwab Study Shows Why Clients Have Been Moving

Tuesday, July 3rd, 2012

  Clients weren’t getting what they wanted, and they want to address more than the portfolio. Charles Schwab recently released its 2012 survey Independent Advisor Outlook/High Net Worth Investors Study. Among the data was an update on why people have been changing advisors and how they found their new advisor. Referrals continue to be the […]


Your Clients Don’t Like “Fee-Based”

Wednesday, April 18th, 2012

  by Stephen Wershing Advisors who don’t seek client feedback don’t know what their clients want, they know what the advisor thinks they should want. We all know that fiduciary is better than broker, and so naturally our clients would give us referrals because we are fee-based and not commission-based, right? Of course. And that’s […]


How to Design a Referral Marketing Strategy – Results from Client Engagement Think Tank, Part Four

Wednesday, March 14th, 2012

In my first three posts on our client engagement think tank, I set the stage for a discussion of a referral marketing plan. What we found in our roundtable discussion with advisors is that many do not target prospects particularly well, don’t use the target markets they have defined in their client onboarding process, and […]


Five Things You Can Do To Attract Referrals In 2012

Wednesday, January 18th, 2012

As you put your 2012 business and marketing plans into action, what are your plans for attracting referrals this year? One of the biggest reasons we do not attracts more referrals than we do is because we do not have a formal, written plan on how we will attract them. Just like business plans and […]


How Client Feedback Drove Dramatic Gains in One Advisor’s Business

Wednesday, October 5th, 2011

How client feedback drove dramatic gains in one advisor’s business Many advisors have heard about the benefits of a Client Advisory Board. Today, an advisor who leads a six person team discusses how her very first meeting yielded startling insights on everything from the most effective form of communication to portfolio reviews to how to […]


How to Attract Referrals Systematically

Wednesday, August 17th, 2011

In my first three posts on our client engagement think tank, I set the stage for a discussion of a referral marketing plan. What we found in our roundtable discussion with advisors is that many do not target prospects particularly well, don’t use the target markets they have defined in their client onboarding process, and […]


The Immense Value of Client Feedback in Getting Referrals

Wednesday, July 13th, 2011

Last Friday, advisor coach Stephen Wershing was interviewed by executive coach Bruce Peters. He discussed the how to build a referral marketing program, and the importance and immense value of client feedback. Listen to the podcasts (click the red play buttons): Part 1 segment 1 Part 2 segment 2 In the first segment Stephen Wershing […]


The Advisor Your Clients Crave

Wednesday, May 18th, 2011

Stephen Wershing’s presentation asks some very important questions for advisors to contemplate. Great questions lead to great answers, and the last position you want to find yourself in, is with a prospective client sitting in front of you, thinking to themselves, “So what?” or worse saying it out loud. The objective of your client communications […]


The Conversation is the Relationship

Wednesday, May 11th, 2011

The number of referrals financial advisors receive from clients is directly related to how often they meet with clients and what they discuss besides their portfolio when they do. David Whyte, in works like his book The Three Marriages, makes a point about successful relationships. Two people talking about what they hope for, expect, and […]


Utilizing Feedback (Productively, to Gain Referrals)

Tuesday, April 26th, 2011

Utilizing Feedback (Part 5 of 5) In case you missed the first four of five sections, here are the links: How Referrals Happen (Part 1), Setting the Stage for Referrals (Part 2), The Role of a Client Advisory Board in a Referral Marketing Program (Part 3), How to Leverage a Client Advisory Board to Maximum […]