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Referral guides for professional firms - spotting the moment, referring clients compliantly, and earning a share.
Showing articles tagged Practice growth — clear filter
The compliant referral conversation, word by word
A compliant referral is mostly a matter of language: introducing clearly, disclosing honestly, and never straying into advice. Th…
The referrals your practice already makes — and gives away for free
Every accountancy practice is a referral engine. Most run it for free. A look at the economics of the introductions you're alread…
The surviving spouse and the planning they now need
Why the surviving spouse is one of the most under-served people in estate administration, and how a gentle, consent-based referra…
The protection gap: how to spot the client who's underinsured
The protection gap rarely announces itself, but the clues sit in the everyday details you already handle. This is how to notice t…
Referral partnerships between professionals: making them stick
Professional referral partnerships fail quietly: three introductions, no feedback, then silence. Making them durable is a design …
The retirement runway: spotting the client who needs advice now
The years approaching retirement are when the right guidance counts for most. Here is how to spot the client on that runway and h…
Why probate professionals are perfectly placed to fix Britain's wills gap
Probate practitioners see the cost of intestacy and stale wills first-hand. This article makes the case that they, not will-write…
Redundancy and a lump sum: the referral a professional should make
A redundancy payout lands amid upheaval and rarely comes with a plan. Here is how to recognise the moment and make the introducti…
Recurring vs one-off referral income: what to expect
Referral income comes in two broad shapes, one-off and recurring, and knowing which is which changes how you think about the valu…
Specialise, then refer the rest: the referral case for niching
Specialising makes a firm memorable and referable, but it also raises more out-of-scope questions. A referral network is what mak…
Measuring referral income: the metric hiding in plain sight
Professional firms track chargeable hours obsessively and referral income not at all. Measuring what your introductions are worth…
Pre-need and funeral-plan clients: the estate-planning conversation
How funeral directors serving pre-need and funeral-plan clients sit at an unusually good moment to introduce estate-planning help…
The client with no will: the commonest referral you're missing
The single most common estate-planning trigger is also the easiest to overlook: a client who has simply never got round to making…
An inheritance just landed: why it's a referral, not a windfall
When a client inherits, a large sum lands amid grief and uncertainty. Here is how to recognise the moment and hand it over with c…
Inheritance tax on an estate: when to bring in a specialist
A practical guide for probate professionals on spotting the estates that warrant specialist tax input, and how to make that intro…
Idle cash: when a client's balance is a referral waiting to happen
Cash that sits still for years is often a sign that no one has looked at the bigger picture. Here is how to spot it and pass it o…
How to choose a referral network you can trust
Not all referral networks are equal, and the wrong one can put your reputation and your clients at risk. These are the things wor…
The executor's own affairs: the will-and-LPA referral moment
Why the executor sitting across your desk is the most receptive audience you will ever have for a will and LPA introduction, and …
Divorce and a financial plan torn in two: your cue to refer
A separation rearranges a client's entire financial life. Here is how to recognise the moment, handle it with care, and refer.
Referring clients on without feeling salesy
Most professionals dread cross-selling because it feels like a pitch. Framed as a referral to a trusted specialist, the same conv…
Referrals and Consumer Duty: doing right by clients in the chain
Consumer Duty and the wider standards of professional conduct are usually discussed in terms of the advice a firm gives. They als…
The beneficiary's first inheritance: the referral that changes trajectories
A look at why the moment an estate distributes is the single most important referral moment in probate work, and how to handle it…
A referral income guide for marketing agencies: from introduction to commission statement
Marketing agencies hold monthly retainer conversations with founders whose money questions have nowhere to go. This guide covers …
A referral income guide for IT consultants: from introduction to commission statement
IT consultants serve contractors and founders wrestling with IR35, retained profit and exit plans. This guide traces a compliant …