"When they hear about you, and know more about what you do and how you are different, they want to be out there and be your advocates," Smith said.
Smith shared other referral tactics:
A business owners advisory board.
A client referral appreciation dinner.
A handout that says, 'A referral is the best compliment we can receive."
"Marketing is a numbers game," Smith told attendees. "You must get face to face."
Mike Byrnes founded Byrnes Consulting to provide consulting services to help advisors become even more successful. His expertise is in business planning, marketing strategy, business development, client service and management effectiveness, along with several other areas. Read more at www.byrnesconsulting.com.