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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
Becoming the trusted hub: what happens when you can always say I know someone
There is a particular kind of firm clients never quite leave: the one that always seems to know who to call. Becoming that firm i…
The commercial client whose owner needs personal advice
Commercial retainers put you in constant contact with owners whose personal affairs need regulated advice. Here is how a solicito…
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 business-sale client and the proceeds referral
A business sale converts years of illiquid effort into a large cash sum overnight. Here is why the solicitor who ran the deal is …
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…
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…
Probate distributions: the advice referral every solicitor should make
The point of distribution is where a probate matter quietly hands a beneficiary a decision far bigger than the estate administrat…
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…
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…
Litigation settlements: turning a cheque into a referral
When commercial or contentious matters settle, the client receives money and no guidance on what to do with it. Here is how a sol…
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…
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…
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…
Completion day: the protection and wills referral in the conveyancing file
Completion is the natural end of a conveyancing matter and the natural start of two conversations your client urgently needs. Her…
A referral income guide for solicitors: from introduction to commission statement
Solicitors encounter clients at exactly the moments regulated financial advice matters most. This guide maps a compliant referral…
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 …