A referred-lead program that works

A process for producing high-quality referrals for financial advisors begins with mailing a letter to people the advisor knows. A referral form is mailed with this "Request-for-Referrals" letter. Once the client completes the form, he mails it back in a return envelope. Upon receipt, an &q...

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Bibliographic Details
Published in:Advisor Today 2001-04, Vol.96 (4), p.66
Main Author: Wilkie, Jeffrey T
Format: Article
Language:English
Subjects:
Financial planners
Insurance agents & brokers
Referrals
Sales prospecting
Online Access:Get full text
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Summary:A process for producing high-quality referrals for financial advisors begins with mailing a letter to people the advisor knows. A referral form is mailed with this "Request-for-Referrals" letter. Once the client completes the form, he mails it back in a return envelope. Upon receipt, an "Approach Letter" is mailed to the referred leads. Within a week, a phone call is made to the referred lead to request an appointment.
ISSN:1529-823X