On December 10th, financial planners from across the Bay Area gathered for an impactful seminar led by Dan Allison, a renowned expert in referral psychology. Hosted in collaboration by FPA San Francisco and FPA East Bay, the event delivered actionable insights on earning high-quality client and COI (Centers of Influence) referrals without the discomfort of traditional sales approaches.
Here’s a recap of this enlightening session and why events like these are invaluable for financial professionals.
Key Takeaways from Dan Allison’s Presentation
Dan Allison, Founder and CEO of the Feedback Marketing Group, Advisor Development Community, and The Exchange Advisor Development Platform, shared his expertise in turning relationships into powerful referral advocates. His decades of research interviewing thousands of advisors’ top clients and COIs offered attendees a fresh perspective on the referral process.
💡 What We Learned:
- Why Referrals Don’t Happen: Dan uncovered the seven most common reasons clients and COIs hesitate to refer, even when they have positive relationships with advisors.
- Five Characteristics of Effective Referrals: These traits are essential for turning a willing client into an active referrer.
- Handling Referral Conversations: Attendees learned exactly what to say when a client mentions, “I gave your name to someone.”
- Building Trust with COIs: Dan provided practical strategies to strengthen COI relationships and gain introductions to their best clients.
- A Step-by-Step Process: His hands-on approach included clear, actionable steps to transform existing relationships into a reliable referral network.
A Memorable Holiday Networking Event
The seminar concluded with a festive holiday networking session, offering attendees a chance to connect, exchange ideas, and strengthen their professional relationships. The atmosphere was lively, and participants enjoyed the opportunity to build connections with peers who share a passion for excellence in financial planning.
Why Events Like These Matter
The Earning Client and COI Referrals seminar is a shining example of the professional growth opportunities available through the FPA of the East Bay. By attending events like this, members gain:
- Expert Insights: Access to industry leaders like Dan Allison.
- Practical Tools: Strategies that can be immediately implemented to grow their practice.
- Networking Opportunities: A chance to connect with peers and COIs in a collaborative environment.
Seminars like these aren’t just educational—they help financial planners stay ahead in an ever-changing industry.
Join Us for Future Events
If you missed this event, don’t worry! The FPA of the East Bay hosts regular seminars and workshops to help financial professionals thrive. Whether it’s deepening client relationships, enhancing technical skills, or connecting with peers, there’s always something to gain.
📌 Explore Upcoming Events: Visit https://fpaeb.org to learn more about our upcoming opportunities and how to join the FPA of the East Bay.
About Dan Allison
Dan Allison is a global authority on referral psychology and an engaging speaker who has presented at financial industry conferences in all 50 states and on six continents. With a background in Clinical Psychology and years of research, Dan helps advisors grow their businesses by fostering trust and understanding with clients and COIs.
Closing Thoughts
The Earning Client and COI Referrals seminar was an unforgettable experience for financial planners looking to elevate their practices. It’s through events like these that the FPA of the East Bay continues to empower its members with the knowledge, tools, and connections they need to succeed.
📆 Don’t miss out on future events—join the FPA of the East Bay today!
👉 Visit https://fpaeb.org for more information.
