The Efficient Advisor: Tactical Business Advice for Financial Planners 310: Referral Process Makeover - More Referrals with One Simple Twist with Guest Adam Chapman
Sep 30, 2025
Adam Chapman, a Canadian financial planner with two decades of experience, shares his innovative referral method that simplifies the introduction process. He emphasizes a mindset shift away from pressure, advocating for a client-driven thank-you process that enhances trust. Adam explains the power of handwritten notes and thoughtful gestures, showing how these personal touches lead to more natural referrals. He also highlights the significance of involving new clients in expressing gratitude, creating a seamless experience that fosters deeper connections.
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Have Referrals Thank Referrers
- Do ask new clients to send the thank-you to the person who referred them instead of you doing it.
- This shifts the credibility so referrers get direct proof their introduction went well.
Recipient Proof Beats Vendor Thanks
- Having the referred person thank the referrer provides social proof from the recipient, not the business.
- That recipient message makes future introductions faster and easier.
Make It Easy And Early
- Do implement the thank-you step early, during the discovery/blue-sky meeting.
- Give the client cards, a second spare card, gift-card options, and prepare the mail package for them to send.