#3 Referrals Are the Business
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#3 Referrals Are the Business
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Referrals are not a tactic. They are the foundation of a great advisory business.
In Episode 3 of The Advisor’s Compass, Andy Schwartz and Chuck Downs break down why asking for referrals is a make-or-break skill for advisors at every stage and why most never develop a real philosophy around it.
Andy shares the exact language he used from the very beginning of his career, why he asked for referrals on first meetings, and how conviction consistently beats hesitation. They explore the beliefs that hold advisors back, the responsibility advisors have to the people their clients care about, and why avoiding the ask can quietly limit both impact and growth.
This episode also dives into:
Why referrals shorten sales cycles and raise close rates
How conviction changes client behavior
Soft vs direct ways to ask without feeling salesy
The role of centers of influence and “apostles” in exponential growth
Why not asking has real consequences over time
If you want to build a business that grows through trust, clarity, and intention, this conversation is essential.
New episodes monthly.
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