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Referral guides for professional firms - spotting the moment, referring clients compliantly, and earning a share.
Showing articles tagged Referral fees — clear filter
Why referrals deserved better
Accountants make thousands of informal referrals every week — and almost none of them are tracked, evidenced or rewarded. Here's …
Why a tracked referral beats a name the branch trusts
Nearly every estate agency already sends clients to a name the branch trusts. Replacing that informal habit with a tracked referr…
When "you should talk to someone" becomes a tracked referral
You already tell owners they should speak to a specialist. This article is about converting that instinct into a tracked, rewarde…
When an accountant should refer a client for probate help
When a client dies, or a client loses a family member, the administrative burden that follows often surfaces first through you. T…
The competitive edge of a good referral answer
Clients rarely choose between firms on core competence alone, because they cannot easily judge it. They judge on the moments they…
What a client really thinks when you can't help them
When you tell a client something is outside your remit, you experience it as a small, honest moment. The client often experiences…
What an introducer actually is (and what they must never do)
An introducer connects a client to a firm that can help; an adviser tells the client what to do. Understanding exactly where that…
The client whose assets outgrew their old will
As clients accumulate wealth, the will they wrote years ago can become dangerously inadequate. Noticing when someone's assets hav…
The unused pension allowance: quantify it, then refer it
Unused pension allowance is one of the clearest triggers a tax adviser sees. You can measure it precisely; you should not be the …
Turning I don't do that into value for your firm
Every firm says 'I don't do that' several times a week and thinks nothing of it. Those three words mark the boundary of your serv…
What is an introducer? The rules for referring clients, explained
The referral world has its own jargon and its own rulebook. A field guide for professionals who'd like to be paid without becomin…
Trusts in a client's affairs: when to bring in a specialist
A trust can protect a vulnerable beneficiary, structure a family's wealth, or hold a business interest — but only if it is set up…
The will your accountancy clients never wrote — and your cue to refer
You know more about your clients' finances than almost anyone. That knowledge puts you at the exact moment a will conversation sh…
Tracking a Referral From Introduction to Completion
Many accountants make an introduction and then lose sight of it entirely. Tracking the journey, at arm's length, is what makes th…
Trust structuring: where the tax adviser stops and the specialist starts
Trusts sit at the intersection of tax and legal specialism. Tax advisers analyse the tax consequences; will and estate specialist…
The Week of Completion: The Protection Referral in Every File
Every file on your desk reaches the same peak: the week the keys change hands. That week is also the most natural referral moment…
The informal-referral problem: why the name on a card fails everyone
Almost every firm already refers, in the loosest possible way: a name passed across a desk, a number on a compliments slip. It fe…
The reputation upside of a well-handled introduction
Firms spend heavily on reputation through branding and marketing, yet the reputations that actually stick are earned in small mom…
The retiring landlord and the retirement-income referral
As landlords near retirement, their portfolio stops being a side project and becomes a source of income they must plan around. Th…
The Proceeds Seller: Six Figures Cleared and No Plan
A completion statement can end with a very large number heading to the client. For many sellers, that sum arrives with no plan at…
Recurring revenue for accountancy practices — beyond the monthly fee letter
Practices have spent a decade converting clients to fixed monthly fees. The next recurring line doesn't need any extra hours at a…
The probate seller and the beneficiary advice referral
Probate sales are financial crossroads for people who did not choose to be standing at one. Beneficiaries inherit a lump sum amid…
Why clients leave professional firms — and how referrals keep them
When clients leave a professional firm, the real reason is rarely price. It is the sense that the firm is narrow. A tracked refer…
Client retention through referrals: the loyalty lever firms overlook
Most firms treat retention as a matter of doing core work well and pricing it fairly. The bigger lever sits at the edges of what …