8. Use the new specialty teferral (valuable for seasoned pros who have received referrals from clients).
9. Use event referral (HNW clients love events).
10. Use a referral guide (a basic three-ring binder containing critical client data “leaves a client with a strong, favorable assessment of your professionalism’’).
Maselli’s commonsense and reassuring packaging of how to succeed in the financial advisor business can be a useful tool.
His philosophy is worth noting: “Always remember that this is a people business. Money and investing may be the backdrop, but the real heart of what we do every day is take great care of people. Master that and you’re home.’’
Referrals: The Professional Way; 10 Strategies for Networking with Top Clients & Centers of Influence, by Frank Maselli. 207 pages. $35.
Eleanor O'Sullivan is an award-winning freelance journalist who has written for USA Today and Gannett newspapers. She has covered alternative and green investing, estate planning and family offices for Financial Advisor and Private Wealth magazines, and reviews new business books of interest to financial advisors. She can be reached at [email protected]