Tips on Choosing How and Where to Refer Business

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“Before you criticize a man, walk a mile in his shoes.” This Cherokee saying also applies in an unlikely setting:  The giving and receiving of referrals.

Most people agree referrals are the best source of new business. They came from a satisfied client who told your story or they have a problem that needs solving and are ready to take action. It’s all good.

Well, maybe not all good. The big drawback of building your practice through referrals is the difficulty in filling your pipeline.  Referrals are passive.  You can remind your clients what you do for them. You can also let them know you are accepting new clients, but you can’t push them because your clients will get annoyed. 

You are a professional, you aren’t desperate and ghe only way to increase the flow is to expand your universe:  Be sure every client knows how you help them.  You are willing to help their friends.

Put the Shoe on the Other Foot

You hope your client, faced with a friend who needs a new accountant because of divorce or relocation has your name top of mind when they ask:  “Know any good accountants?”  News flash:  They likely know a few, through Rotary, the Chamber and their religious organization.  Will your name top the list?

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About Bryce Sanders

Bryce Sanders

Bryce Sanders is president of Perceptive Business Solutions Inc. in New Hope, Pennsylvania. He provides high-net-worth client acquisition training for the financial services industry. His book, Captivating the Wealthy Investor, can be found on


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