Question

Topic: Advertising/PR

Improving High Net Worth Client Referrals...

Posted by Anonymous on 1/31/2005 at 1:13 PM ET 25 Points
I belong to a Financial Planning firm in Oakville Ontario. Our market is high net worth clients ($500,000+ in assets - although certain exceptions can be made). We offer complete financial planning, including investment analysis, insurance, estate planning, group benefits, etc. Although banks and other large institutions offer similar products/services, we are without a doubt a boutique firm that appeals to those with complex issues and needs. Moreover, we are recognized for our high level of service and prestige.

Now with the problem. Despite our tremendous success working with affluent clients, we have difficuly generating a large amount of referrals (despite knowing that these opportunities exist). I need some input about how we can generate more referrals to the afflent market. My research has pointed me towards hosting client events. Any suggestions about what kind of events we could host? Perhaps you have other ideas of appealing to this market?

I would post this as extemely important since the concepts or ideas from here will likely be implemented. However, I'm limited to only 25 because of my new membership.

Thank you
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RESPONSES

  • Posted by Blaine Wilkerson on 2/1/2005 at 7:55 AM Accepted
    Laundry,

    I have created a variety of solutions for affluent client associations such as country clubs and restaurants.

    We would be more than happy to discuss and design a professional plan specifically tailored to your clients.

    Just click my name to obtain my contact info and we can go over the details.

    Looking forward to serving you,

    --Blaine Wilkerson
    Pres. - Jett Enterprises
  • Posted on 12/12/2006 at 1:18 PM Member
    Make sure you are testing for value-found, and ask value-reinforcement questions. A good way to do this is simply ask your existing HNW clients...

    "On a scale of 1 to 10, what would you give us?" "How do we get a 15??"

    The HNW client's answer will clearly express whether value has been found in your work. If it has been recognized by the client, this is the first magic gate that opens and puts both sides at ease to discuss introductions.

    Always seek introductions, not referrals.

    But start by seeking value-reinforcement.
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