4/22/2013

Advisers should make a practice of rewarding clients for referring others, no matter the outcome of the referral, writes Matt Matrisian of Genworth Financial Wealth Management. "It's the referring behavior -- not the outcome of the referral -- that you want to promote and reward," Matrisian writes. Call to thank the client for making the referral and send a gift. Then, communicate the outcome of the referral to the client regardless of what it is, Matrisian suggests.

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