Remember board rooms? Remember client events, prospect suppers, and
chance encounters at the corner coffee shop? Remember handshakes? They
all seem like distant memories now. Advisors have had to embrace a
digital reality to ensure the continuity of their investor
relationships as well as create new ones. The latter proves to be a
bit more challenging in a digital setting. However, with an astounding
44.4% of high net worth investors claiming to have hired their advisor
through the referral of a personal or professional
contact1, it is time we hone into the best practices of
building your book through virtual referrals.
Make sure to incorporate virtual referral requests into your business
plan. Providing ongoing exceptional service to your existing
investors, asking for virtual referrals when the time is right and
where there is logical opportunity, and adapting to this new method of
building business are necessary to succeed.
1. World Wealth Report 2018, Capgemini.
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