Tiffany Charles, Chief Growth Officer at Destiny Capital, specializes in creating effective COI referral networks that drive growth. In an engaging discussion, she shares her three-meeting process to turn casual connections into committed partners. Tiffany emphasizes the power of focusing on 5-7 high-quality relationships over a larger, less effective network. She also explores how to handle unqualified referrals and reveals unexpected professionals who can serve as excellent referral partners, transforming the way advisors approach client growth.
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volunteer_activism ADVICE
Finding COIs
Ask clients about important professionals in their lives, focusing on positive relationships.
Also ask COIs for referrals to other professionals.
volunteer_activism ADVICE
Focusing on Quality COIs
Aim for 5-7 solid COI relationships rather than many superficial ones.
Expect to reach out to many potential COIs to find a few committed partners.
volunteer_activism ADVICE
Building the COI Relationship
Structure COI meetings with a three-meeting process: relationship building, service overview, and commitment.
Schedule quarterly meetings after the initial three to nurture the relationship and ensure ongoing referrals.
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Are you struggling to generate high-quality client referrals? Wondering how to build productive relationships with centers of influence (COIs) that actually lead to new business?
In this episode, Tiffany Charles, Chief Growth Officer at Destiny Capital, reveals her proven system for COI referral marketing that generated 18 new high-value clients last year. From identifying potential partners to nurturing relationships that consistently deliver qualified prospects, Tiffany shares her step-by-step approach to building a referral network that drives predictable growth.
Key topics we explore include:
► How to structure a 3-meeting process that turns casual connections into committed referral partners
► Why focusing on 5-7 quality COI relationships is more effective than casting a wide net
► How to maintain professional boundaries and avoid the "friend zone" that kills productivity
► What to do with unqualified referrals to preserve both client and COI relationships
► Which unexpected professionals make excellent referral partners beyond attorneys and CPAs
Whether you're just starting to build your COI network or looking to improve your existing referral relationships, this episode provides a clear roadmap for creating a sustainable growth strategy.
Tune in to learn how to transform your approach to referral marketing and create a steady stream of ideal clients without the constant hustle of digital marketing.
Advisor Marketing Made Simple 