Stephen Wershing

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  Forget Asking for Referrals, Occupy Your Client’s Brain

  By Gil Weinreich, AdvisorOne  |  October 16, 2012

  One of the big misconceptions in the advisory business is that clients refer new business because the advisor asks for the referral. “But that’s not it at all," says advisor consultant Stephen Wershing. “We do it because we like to be the answer guy."

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  Taking Practice Management Beyond Buzzwords; Get Better Referrals: Investment Advisor Slideshow—August

  By Editorial Staff  |  July 31, 2012

  Culminating our inaugural Pursuing Practice Excellence survey coverage, we present two features that explore practice management for advisors and their partners.

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  How to Succeed at Referrals (Without Even Asking)

  By Olivia Mellan  |  July 24, 2012

  Why don’t we do a better job of generating referrals? Marketing coach Stephen Wershing thinks we’re not going about it the right way.