9. Be A Problem Solver
“The best way I get client referrals is by solving a client’s biggest, most vexing problems. Generally these involve multiple disciplines. For example, I recently won a big client by being the one advisor who could get her lawyer, accountant and other financial advisor to communicate with each other regarding the settlement of her husband’s estate. For years, the trusts weren’t fully funded, the assets weren’t properly titled and the income wasn’t being handled right for tax purposes. By being able to talk the languages of these varied disciplines, I was able to win most of the client’s investments and ensure the estate was being handled properly.
"When she then encountered a friend needing similar assistance, it was easy for her to refer me to help.”
Carina Diamond, managing director of SS&G Wealth Management