by Robert E. Quittner, Jr. CFP® & CMFC™
Investment Advisor Representative
[email protected]
As we roll into December and the holidays, our business typically slows down a little bit. In preparing for next year, we use this extra time to assess what worked well this year and where we can improve things.
Peter and I reviewed where our new clients came from this year and the numbers were big. We had 65 new families join us this year, with 40 of those coming from your referrals!! This year’s number is a nice jump for us, as the last three years our growth averaged 46 families each year. On a more somber note, we also lose some people each year, and this year was no exception with 11 clients passing away.
We truly appreciate your trust and encouraging your friends and family to speak with us. It really is the greatest compliment you can give us!
Just like any other business we continually strive to grow, and that means finding more families who benefit from our services. Referrals are the absolute best way for us to meet new people to help. They’ve already had a conversation with someone who knows what extensive financial planning we provide which allows them to be more at ease when we meet for the first time. We realize that some folks have a general fear of meeting with a financial advisor, and we often refer to the chart below and discuss these fears. Who would have thought that people are more scared of speaking with an advisor than dying?
Their fears often stem from the following concerns in no certain order:
- Feel inadequate about how much they have saved.
- Scared about where their assets are invested and what we will say.
- Do not want to change advisors as they feel they are getting all the proper financial planning advice from their current advisor.
- Fear of being sold something they don’t need.
- High-pressure sales pitches.
We understand those fears, which is why we spend so much time getting to know folks the first time we meet.
If someone you know needs the advice and service at the level we’ve established with you in our ongoing relationship, do not hesitate to tell them about us.
- Take them a copy of our book and a t-shirt.
- Tell them about our newsletter (they can sign up on franklinrs.com).
- Bring them to the next event.
- Give us their info and we’ll send them some information about us.
We can keep your name out of it, or we can talk you up like a rock star for being the one to recommend us to your friends & loved ones. It is your call.
- Give us their mailing info and we’ll drop some information about us in the mail (plus some goodies).
- Make an e-introduction by sending an email about us with your advisor CCd on the email.
- Have us call them after you’ve told them about who we are.
Thank you again for all your valuable referrals this year and understanding how important they are!! They allow us to spend less time looking for new clients and more time with our current clients.
Please don’t keep us a secret!