Stop Asking for Referrals by Stephen Wershing is a must read for financial advisors looking to grow their practices through referrals. Wershing discusses the psychology behind referrals and why clients are motivated to give you more business. He also shares tips and tools for defining your niche to be very specific and how to make yourself referral-worthy.
I share his philosophy in that if you have to overtly ask for referrals then you are doing something wrong. This is especially true with female clients who don’t like pushy sales approaches but love to help out and tell their friends about a good thing. Check out Stephen’s work at The Client Driven Practice and purchase his book on Amazon.