Byron Sabol, a marketing and client service consultant in Windermere, Florida, suggests that good referrals can come out of an account review process that helps clients recognize the value of your services.

At the NAPFA Advanced Planners Conference in February (as reported by Bob Veres in the March 2007 issue of Inside Information), Sabol proposed asking clients a long list of detailed questions, including these:

  • Can you trust me to put your interests first in all my business dealings?
  • Are my fees reflective of the value that I provide?
  • How would you describe our firm to your business associates and friends?
  • What are the most important criteria for you in selecting a financial planning service provider?

After you ask these questions of your clients, they are likely to realize more fully your value to them. The natural next step may be for them to step up to the plate and advocate your services to their colleagues and friends.