Applying Effective Communication for Referrals and Business Development

David Swanwick
David Swanwick
Head of Client Communications for EMEA, VP London, Dimensional
Sarah Elson
Sarah Elson
Director & Certified Financial Planner, Berry & Oak

Business development is one of the major challenges facing financial advisory and wealth firms across the world. It’s also the case that most new business for financial advisers comes from referrals via existing client and centres of influence.

This session aims to explore the state of referrals for financial advisers across the world, and will explore practical techniques for structuring an improved pipeline of ideal client referrals to advisers through the application of effective client communication theory and practices.

Learning objectives:

  • Greater understanding of why clients & centres of influence do and don’t refer
  • How to structure ‘asking’ for referrals into the financial planning process
  • How to use effective communication techniques when handling the referrals conversation.

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