Ep 003: How to Become a More Referable Advisor with Julie Littlechild
Financial Advisor Success
Michael Kitces
4.8 • 696 Ratings
🗓️ 17 January 2017
⏱️ 79 minutes
🧾️ Download transcript
Summary
Julie Littlechild is a speaker, writer, and researcher focused on understanding and improving financial advisors’ engagement with their teams and their clients. She is now the founder of Absolute Engagement, a firm that provides ongoing research into personal, client, and team engagement to support a dynamic business. One of her primary subjects of research, which is especially relevant helping financial advisors get more and better quality referrals from clients that will help grow your practice.
Julie talks about how she got drawn into the world of financial advisors in the first place and how she knew coaching wasn’t the right fit for her. We then discuss why satisfied clients often don’t translate into quality referrals, and the steps you can take to increase the number of referrals you do get. Julie also shares the experience of selling her coaching business
Get the full show notes and transcript for this episode at: https://www.kitces.com/3
Transcript
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| 0:00.0 | Welcome to the Financial Advisor Success Podcast, where you go behind the scenes with |
| 0:07.1 | financial planner, speaker, and consultant Michael Kitsis to hear stories of how leading |
| 0:12.5 | financial advisors navigated the inevitable challenges that arise on the path to success |
| 0:17.5 | and get insight from leading industry consultants about how to break through to the next |
| 0:22.3 | level in your advisory business. And now here's your host, Michael Kitsis. Welcome to the Financial |
| 0:29.7 | Advisor Success Podcast. So far on the podcast, we've talked to financial advisors who've shared |
| 0:34.5 | their paths to success and the challenges they faced. But today, however, we're going to do something a little bit different. |
| 0:40.4 | I talked to Julie Littlechild, the founder of Advisor Impact, a company that does |
| 0:44.8 | practice management research and client surveys for advisors, and now actually the owner of |
| 0:49.1 | absolute engagement and new practice management research business, studying how exactly we as |
| 0:53.9 | advisors can find a better |
| 0:55.4 | level of engagement and success in our own businesses. I was really excited to talk to Julie for the |
| 1:00.4 | podcast, since here we're all about understanding how to be more successful as advisors. And the |
| 1:05.5 | focus of Julie's research is literally about how to be more engaged and successful in our businesses. |
| 1:10.7 | So we've talked to some advisors, and now we're going to hear what the research has to say. |
| 1:15.1 | And Julie really has a lot to share, not just on this topic, but as an entrepreneur herself, |
| 1:20.3 | who's founded a business, built it, sold it, and is now building another one, and transitions |
| 1:25.5 | that were all driven by her own changing desires |
| 1:28.4 | and goals about how to enjoy your life and business and find her own work-life balance. |
| 1:33.5 | And we actually talked about a lot more as well, Julie's research on getting more referrals, |
| 1:38.0 | why asking for referrals usually isn't helpful, why the infamous I get paid in two ways |
| 1:43.3 | line is actually a worse way to get referrals |
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