What we do..
We work with Adviser Practices to improve the quantity and quality of referrals they receive from external parties; particularly Accountants.
The improvement in referrals will generate greater new business revenue and support the growth of the Practice.
The two key strategies;
Developing existing external relationships
1) Closely examine existing external relationships and develop action plans to improve the productivity of the relationship and/or decide not to pursue the relationship
Action plans usually include;
- Identifying the history of the relationship and decide which external parties will be included in the engagement
- We meet with the selected external parties to determine what potential exists
- Discuss what's in it for the external party
- Gain a commitment from the external party to enter a program
Establishing new external relationships
2) Train the Advisers in establishing new external relationships
Action plans usually include;
- Examination of the Advisers Client base and training of how to gain referrals to Accountants to create a productive new referral relationship
- Meeting with those new relationships to ensure they will be productive
- Gain commitment from the new external parties to enter a program to better understand their Clients broader financial needs for the Adviser Practice to address
Our Services
Premium Consulting – Minimum 12 month Program
Engaged by professionals to gain hands on techniques, processes and systems designed to significantly enhance the level and quality of referrals to and from external parties. The scope of the work typically covers enhancing Client conversations for Client facing staff within the Firm to ensure the broader financial needs of Clients are addressed.
We also train, coach and mentor our Clients referral partners to ensure referrals come back to our Clients. We conduct a series of workshops with our Clients referral partners to ensure they are identifying their Clients broader financial needs to be addressed by our Client. These workshops cover; value and positioning of referring, how to identify broader financial needs of Clients and the referral process.
Our Clients referral partners are visited each month during the training and are developed through the 12 month program.
Phase 1
Foundation; Month 1-2
The Broader Financial Needs of your Clients; training to be delivered to you
- Workshop 1; Confirming cultural alignment with your centre of influences (COI’s)
- Workshop 2; Current COI relationships; measuring the productivity
- Workshop 3; How to Identify Broader Needs of your Clients
- Workshop 4; Establishing new COI relationships
Phase 2
Introduction; Month 3-4
Review of Referral Partners to be trained by David Phelan
- You and David Phelan meet with all your selected referral partners to confirm your referral partners want to help their Clients more than they currently do
- David Phelan independently meets with all your referral partners to confirm their commitment to participate in the discovery stage which identifies what process is in place (if any) to explore Clients broader needs
- Discovery Interviews and & Recommendation Reports provided to your referral partners by David
- David gains commitment from your referral partners to participant in the referral generation program (at no charge to them)
Phase 3
Engagement; Month 5-6
David Phelan working with you and your referral partners
- Workshop ( a ) to your referral partners practice’s; Value and Positioning
- Workshop ( b ) to your referral partners practice’s; Identifying Broader Needs
- Workshop ( c ) to your referral partners practice’s; The Referral Process
- David Phelan delivers Workshop 5 to you; Gaining more referrals from existing Clients
Phase 4
Involvement; Month 7-8
Actively Referring
- Workshop ( d ) to your referral partners; Review and Refines
- Initial Client Case Study Session with you and all your referral partners facilitated by David Phelan
- Advanced Client Case Study Session with the referral partner group facilitated by David Phelan
Phase 5
Momentum; Month 9-10
Addressing Broader Financial Needs
- Multiple Client Case Study sessions facilitated by David Phelan, with the referral partner group to ensure all the broader financial needs of all Clients are addressed by the referral group
Phase 6
Review; Month 11-12
Review of Income Generation
- Review meeting with you
- All referral partners review meetings
- Report to you on all referral partner meetings and set tasks
Workshops
We also run standalone day and half day workshops. All workshops are delivered by a qualified facilitator holding a Certificate Four in training and who has worked in the Financial Services industry for 40 plus years.
Standalone workshop topics:
- How to establish a new Referral Partner
- How to effectively gain referrals from Clients
- How to develop more productive relationships with Referral Partners
- How to develop Client relationships
All workshops include;
- Pre-course activity to ensure the correct mindset
- Workbooks
- Step by Step process to ensure referrals are generated
- Meeting Agenda for practical use with your Referral Partners and Client meetings
- Action Plans
- Follow up from the Facilitator
Webinars
Various live and interactive plus pre-recorded webinars on training, education and motivation on developing referral marketing skills - particularly beneficial for outlying regional professionals.
E-Media
We have a range of e-media to allow you to access information in a format that best suits your needs, be it in video, audio recording and/or E-Books. Some topics are:
- 5 Steps to more quality referrals from your clients
- Interviews with other Effective Referral Management Clients about their experiences
- Interviews with Referral partners
- Success stories
CONTACT US NOW FOR YOUR FREE E-BOOK - 5 Steps to more quality referrals from your clients
Effective Referral Management Connect
Some professionals prefer to just utilise our web based referral tracking system for the ease of managing their referral partner relationships. You can keep track of how your Clients are being serviced by your referral partner and vice versa. THE essential referral management tool!
