Nelson also asked attendees to think about how they handle referrals and what clients are told during the referral conversion.

Nelson recommended integrating the referral process within CRM and using National Financial's Referral-EDGE tool, which is expected to be enhanced later this year.

Wrapping up, Nelson quoted Yogi Berra:  “If you don’t know where you are going, you might end up somewhere else.”

Jennie Devlin, president and chief operating officer at Cantella & Co. Inc., said in a follow-up conversation: “We see at Cantella, the advisors that do the best with referrals are the ones that have the closest relationships with their clients. They deliver high levels of service and communicate extremely well.”

Mike Byrnes is a national speaker and owner of Byrnes Consulting LLC. His firm provides consulting services to help advisors become even more successful. Need help with business planning, marketing strategy, business development, client service and management effectiveness? Read more at ByrnesConsulting.com and follow @ByrnesConsultin.
 

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