How to foster opportunities.
By Anthony Glomski and Russ Alan Prince
Your $5-Million High-Net-Worth Practice
As part of the Discovery process, you are ascertaining who your wealthy clients can refer to you. In empirical study after study, accountants (as well as other professionals) say that they get most of their client referrals from their current clients. They also say that this happens because they do an excellent job for their clients.
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Another insight we find in the research is that very few professionals are doing much to foster getting referrals from their highly satisfied clients.
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