Make Them Want to Refer You
You really want to make it so the client will want to refer you. --Casey Van Zutphen
Says Neal Van Zutphen, “We don’t limit the amount of time a client can call us and talk. We don’t say, ‘We’ll meet with you every three months and you get this one-hour slot.’” Instead, Van Zutphen and his partner give clients as much time as they need—even if it means working longer hours—to ensure clients don’t “feel like a number.” Adds Casey Van Zutphen, who joined his father’s firm in 2006, “You really want to make it so the client will want to refer you. If you’re starting young and don’t have the experience, you have to make up for it in diligence and desire to serve the client.”
-Casey Van Zutphen, in 6 Strategies for Developing a Referral-Only Practice
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