Why are ideal clients so critical to the referral process for successful advisers?
Here’s the deal: The one downside of the referral process is that it relies heavily on interpersonal communication — and specifically, real-time connection. Face-to-face. On the phone. Over Zoom. That means your strategy must align with your time investment. You can’t afford to waste hours with the wrong people. Your proactive efforts must be focused and intentional.
That’s why ideal clients must drive all your proactive behavior. Of course, that also means there will be reactive behavior, and that’s okay.
If you’ve read Can I Borrow Your Car? How Successful Financial Advisors Grow Their Business and Love Their Life, you know I always emphasize having both a macro and micro strategy.
And let’s not forget: your ideal clients want to meet someone like you. You’re not just doing them a favor — you’re solving real problems, delivering massive value, and helping them live better, more confident lives.
If you’re interested in taking your business a step further, head over to my Substack to read the full article and subscribe to Can I Borrow Your Car.
