Referrals Cash

Are you referrable? If your business is founded on a referral-based practice, you must first be referable. The focus of your entire practice has to be centered on providing value for your clients.

Building a referrable practice means you build everything around improving the lives of your clients.This gives you a competitive advantage as the referrals will take care of themselves. If your clients perceive a high degree of value added to their lives because of the service you provide, they will tell their friends about it naturally. Many firms create their own opportunities for being referable.

Some identify a niche market in their geographical area and set out to become the local or regional expert; others focus on delivering the highest level of service possible.


Some firms have moved away from defining their client as an end user or beneficiary of the services and products they offer. Instead, they focus on other advisors and help them provide value to their clients. No single approach is the right approach for every organization, but there is typically a best approach for any given firm. 


Focus on service

To improve your business, you have to stop the emphasis on selling and instead, shift your efforts towards better service. Building impeccable relationships with clients so that they become long-term regulars. Focussing on service will make you incredibly referable as satisfied clients invariably tell their friends about good service. 

Choosing between what pays well and what is right for the client is not an option. Just believe that if you do the work well, there will be rewards.