Steven Redelsperger • Minneapolis, MN
Redelsperger Financial Group • Cadaret, Grant & Co., Inc.
The best way I have found to generate new prospects is through a very intentional method of securing referrals from current clients. I do not think that referrals should be left to chance or based on a warm and fuzzy client assessment of me and our practice. I try to create a more systematic approach to referrals, the same way I do for my clients’ financial-planning needs. I want clients to be able to say, “Steve and his process helped me achieve x, y, and z.”
People generally do not have a comprehensive tool or model to pull together all of the elements of their financial life and to track their progress versus their goals. They may have many financial tools or products that they have accumulated over the years, but no organized way of making sure they are working together in the most efficient and coordinated fashion. I am very process-oriented, especially in the area of risk management and in developing an overall macro look at a client’s entire financial picture.
With our software and practice models, a big focus is on formally creating those macro financial goals and tracking progress toward achieving them. This also happens in a more informal fashion during new client information sessions and client reviews. I literally create a client wish list, in addition to more specific short- and long-term financial goals. I review with clients their progress on the hard numbers and also their overall progress toward achieving their wish list.
As clients over the years at every opportunity start crossing things off their wish list, I ask them if there is anybody else they know that could benefit from such a process and who might like to make inroads on their own personal wish lists.
They usually are excited about their progress and how tangible it has become, leading to direct referrals of friends, neighbors, relatives, and co-workers. This really can be a winning situation for everyone involved and has made asking for referrals much more productive and comfortable.
Disclosure: Steve Redelsperger is a registered representative offering securities through Cadaret, Grant & Co., Inc. member FINRA/SIPC. Branch Office: 232 1st Avenue E., Shakopee, MN 55379. Redelsperger Financial Group is not affiliated with Cadaret, Grant & Co., Inc.
Photography by Marla Klein
