Chuck Bigbie • Tulsa, OK
Woodland Wealth Management • Geneos Wealth Management, Inc.
Strong recommendations from current clients are always the best source for growing our business and new client acquisition. Exceeding client expectations and delivering a consistently high-quality process helps generate those referrals.
But I think you need to actively find ways beyond referrals if you really want to see double-digit growth in your business. There are several ways I approach this.
For example, for eight years, I have taught the retirement-planning class at our local community college. While not everyone going through that class will be a lead, or even would be appropriate for our services, it has quickly become an excellent source of both direct leads and referrals.
We have also ramped up our focus on building stronger strategic relationships with influencers, primarily lawyers and accountants. That has to be more than a casual effort, and it needs to be a two-way street. The number of relationships is not our focus—it isn’t efficient to spread ourselves too thin. Rather, we focus on finding quality business relationships that are a good fit in terms of shared client profiles.
A third approach was facilitated by our broker-dealer, Geneos Wealth Management. I attended a year-long, high-level coaching program by one of the leaders in the field. This was pretty transformative, covering everything from our internal processes to marketing outreach. Those marketing approaches—via our website, communications, and marketing materials around our wealth-management process—and systematic programs for client acquisition have helped contribute to about 20% growth over the past year.
Disclosure: Securities offered through Geneos Wealth Management, Inc. Member FINRA/SIPC. Advisory services offered through Geneos Wealth Management, Inc., a registered investment advisor.
Photography by Shane Bevel
