Financial services professionals spend years building client books that represent more than revenue. Those books also represent ongoing client relationships that extend into networks of financially qualified people. Yet those client relationships are often managed primarily around service, retention, assets, and renewals, while the referral opportunity surrounding them remains largely unstructured.

Referrals can happen organically, but without an intentional practice they are sporadic at best. A client can be highly satisfied and still never think about whom their advisor, banker, or insurance professional should meet.