Stop Calling it “Referrals”

Beverly Flaxington is a practice management consultant. She answers questions from advisors facing human resource issues. To submit yours, email us here.

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Dear Bev,

I appreciated your article a couple of weeks ago on training best practices because we recently finished a training for growing our practice. There was a fair amount of good content, and we focused on obtaining client referrals. One of the suggestions by the trainer, which he said several times, was to tell our clients we need their help to grow our business. This struck me as very one-sided. If my doctor asked me to help her grow her business by sending my friends along, it would not sit well.

I realize everyone has their own angle on these things – my partners are telling me I am too sensitive and we should try what the trainer had to say, as he is the expert in this area.

What are your thoughts?