Before you start to think that we are splitting hairs on the difference between a referral and an introduction, let us ask you a question. Has this ever happened to you? You have one of your very best clients say something along the lines of:
“Hey, I have a good friend that I want to send over to you, do you have a business card I can give him? His name is Matt and I've told him how amazing you are and how much I like working with you, and I told him to give you a call. You should be hearing from him anytime.”
And then two or three, or even four, months goes by, and you never heard from Matt. So, you call your good client and say “Hey I never heard from your friend, anything I can do there? Anything I need to know?” I'll ask again, has this ever happened to you? When we ask that question of advisors that we are actively consulting and coaching with, they start to laugh out loud before I can even finish the question because it has happened so frequently. The client obviously meant well; they asked for your card, said nice things about you, but in a large majority of those situations it never seems to go any farther. What do you make of that?
Related Posts
The Leadership Mistake Most Advisors Don't Realize They're Making
What separates advisors who stay stuck in the day-to-day from those who build scalable, high-performing teams? In this episode of The Rare Advisor, Aaron Grady breaks down the critical leadership shifts advisors must make as their businesses grow. Learn why technical expertise eventually stops being your differentiator, how advisors unintentionally create team dependency, and what it takes to build an environment where ownership thrives. This conversation delivers practical frameworks to help you move from problem-solver to leader—and ultimately build a team that can succeed without constant oversight.
What’s Trending: Oil Shock & the K-Shaped Economy Explained
In this June episode of The Trending Report, Tyler Krzciok breaks down two major forces shaping markets right now: a global oil supply disruption and the growing reality of a K-shaped economy. With critical energy routes tightening and costs rippling through global supply chains, investors are already seeing the effects at the pump—and at the checkout line. At the same time, markets and consumers are splitting into two distinct paths, with AI-driven sectors and large corporations gaining ground while smaller businesses and households face increasing pressure. Tyler explains what these trends mean, what to watch next, and how disciplined investors can stay focused amid uncertainty.
From Disney to Apple: Powerful Marketing Lessons for Financial Advisors
Some of the best marketing lessons for financial advisors do not come from within the industry. In this episode of the Financial Advisor Marketing Playbook, Mark Mersman breaks down what advisors can learn from iconic brands like Disney, Chick‑fil‑A, Costco, Buc-ees, Ritz‑Carlton, and Apple. From creating anticipation and delivering consistent experiences to knowing your audience and simplifying your message, Mark shares practical ways to apply these principles inside your practice. If you want to stand out, build loyalty, and create memorable client experiences, this episode will change how you think about marketing.