Ep 358: Accelerating Growth By Asking For Referrals After Celebrating Shared Success With Clients With Veronica Karas
Financial Advisor Success
Michael Kitces
4.8 • 696 Ratings
🗓️ 7 November 2023
⏱️ 91 minutes
🧾️ Download transcript
Summary
Veronica Karas is a Senior Financial Advisor at CAPTRUST and works from the RIA’s Lake Success, New York office, where she oversees $360 million in assets under management for 200 households. What sets Veronica apart is her distinctive 3-question method to garner referrals from clients, centers of influence, and even prospects—all while maintaining a genuine and non-aggressive demeanor.
In this episode, Veronica dives into her blueprint for onboarding new clients, leveraging a modular planning method spread over a year, and explains the firm's structure that allows associate advisors to work with multiple senior advisors, fostering a rich learning environment and high-touch client service. We also discuss her early-career challenges, her proactive strategy of daily outreach that bolstered her lead generation, and her commitment to ethical practices, even when faced with tough career decisions.
For show notes and more visit: https://www.kitces.com/358
Transcript
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| 0:00.0 | Welcome to the Financial Advisor Success Podcast, where you go behind the scenes with financial planner, |
| 0:08.4 | speaker and consultant Michael Kitsis to hear stories of how leading financial advisors |
| 0:13.6 | navigated the inevitable challenges that arise on the path to success and get insight from leading |
| 0:19.2 | industry consultants about how to break through to the |
| 0:22.0 | next level in your advisory business. And now here's your host, Michael Kitsas. Welcome, everyone. |
| 0:28.9 | Welcome to the 358 episode of the Financial Advisor Success podcast. My guest on today's |
| 0:34.1 | podcast is Veronica Kierras. Veronica is a senior financial advisor at Cap Trust and works for the RA's Lake Success in New York office, |
| 0:41.3 | where she oversees nearly $360 million in assets and her management for almost 200 client households. |
| 0:47.3 | What's unique about Veronica, though, is the unique three-question approach she uses to generate referrals not only from clients, |
| 0:53.3 | but also from centers of influence as well, and even uses it to get referrals from prospects she's not |
| 0:58.1 | working with yet, all without being too pushy or salesy. In this episode, we talk in depth about |
| 1:04.4 | how Veronica developed her three referral questions, which first asked clients and others to reflect |
| 1:09.4 | on what else she could be doing for them |
| 1:11.0 | that would be valuable, then what are the services she and or Perverne provides that are already the |
| 1:15.1 | most valuable, and then whether there's anyone in their lives that could use help with those |
| 1:19.3 | same services that they just said are so valuable, and please facilitate an introduction |
| 1:24.3 | to those individuals in need. How Veronica built this three-pressant question approach because she didn't have a natural |
| 1:30.5 | network of friends and family to give her referrals and had to figure out how to comfortably |
| 1:35.0 | ask the existing clients of one of her mentors, and the way that Veronica follows up with |
| 1:39.8 | the introduction she receives to actually turn them into new business opportunities. |
| 1:44.6 | We also talk about how amidst onboarding 52 new clients in a single year, due it to the |
| 1:49.3 | success of her three question approach, Veronica had to develop a blueprint that all new clients |
... |
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