Welcome to the Financial Advisor Success Podcast, where you go behind the scenes with

financial planner, speaker, and consultant Michael Kitsis to hear stories of how leading financial

advisors navigated the inevitable challenges that arise on the path to success and get insight

from leading industry consultants about how to break through to the

next level in your advisory business. And now here's your host, Michael Kitsis. Welcome, everyone.

Welcome to the 153rd episode of the Financial Advisor Success podcast. My guest on today's podcast is

Dan Allison. Dan is the founder of Feedback Marketing Group,

a marketing and sales consulting firm that helps financial advisors to increase their growth

by teaching methods to actually generate more referrals from existing clients.

What's unique about Dan, though, is the way he approaches the challenge of referrals,

with a background in clinical and behavioral psychology, an approach that's

focused specifically on how to reduce the client's own mental and other barriers to make it

easier for them to provide effective referrals in the first place. Based on his discovery that in

the end, the problem for most advisors is not that their clients aren't referring them actively,

but that there's a gap to be closed between how often

clients refer and how often that referred person ever actually follows through to contact the

financial advisor for help. In this episode, we talk in depth about Dan's approach to referrals,

and the five key points he focuses on in helping to generate more and more productive referrals,

including one, making sure that you are really offering the services your clients want and would be

willing to refer, recognizing that, unfortunately, not all advisors actually provide services

worth referring in the first place.

Two, ensuring that clients are well educated about your firm and the full breadth of what you really do,

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