Referrals
Getting the right referrals from clients and COIs
Thursday, February 20, 2025 11:00 AM PT/2:00 PM ET

1 hour CE credit for CFP and CIMA*

Do you have a plan for getting referrals - or are you just getting lucky?


Potential new clients are an arm's length away. Or more precisely, two arms - you might not know them, but your existing clients and COIs (centers of influence) in your network do.


But many advisors leave referrals up to chance. And when referrals do come, they're not always a good fit for the practice. This webinar will help you create a system for consistently, predictably getting the right referrals from clients and COIs.


What you'll get:

  • Framework for creating a marketing plan/budget and understanding of how COIs and client referrals fit in it
  • Step-by-step guide for creating a referral plan
  • List of COIs who could be relevant to your target audience, including unexpected COIs you might not have considered
  • Walkthrough on using LinkedIn to find both new COIs and prospects
  • Talk track for conversations about referrals
  • CE credit (1 hour)

Who can benefit:

  • Advisors who need help getting more referrals from COIs and clients
  • Advisors who have been getting referrals but not the right ones for their practices
  • Advisors who already happen to get referrals but want a system for consistently, predictably getting them


Max McQuiston is an advisory practice management consultant at Capital Group, home of American Funds. He has 30 years of investment industry experience and has been with Capital Group for ten years. Earlier in his career at Capital, he was a wealth management consultant covering Utah and Southern Nevada. Prior to joining Capital, he worked as a senior vice president at Fidelity Investments. Before that, he was an advisor at Raymond James and a wholesaler at Hartford. He holds an MBA from Brigham Young University and a bachelor’s degree in economics from Weber State University. He also holds the Certified Investment Management Analyst®, Certified Financial Planner™ and Retirement Management Advisor® designations. Max is based in Kaysville, Utah.

Jon Wainman is an advisor practice management consultant at Capital Group. He coaches and provides practice management consulting insights to top financial professionals. He has 22 years of investment industry experience helping financial professionals grow their retirement plan and practices and has been with Capital Group for 13 years. Earlier in his career at Capital, he was a senior sales capabilities manager and a retirement plan counselor, responsible for relationship management and sales development in western and central Pennsylvania and West Virginia. Prior to joining Capital, Jon was a regional vice president at Voya Financial. Before that, he was an internal wholesaler at Transamerica Retirement Plan Solutions. He holds a bachelor’s degree in marketing from Indiana University. Jon is based in Los Angeles.

Molly Bennard is responsible for the overall formulation and execution of Focus’s international strategy and oversees the day-to-day operations of its international businesses. In this role, Molly passionately works alongside local management and advisors to drive transformative growth, deliver better client solutions and outcomes, foster innovation and build and leverage shared services to generate scale and efficiency. Molly brings deep expertise and experience within the wealth management space, having most recently served as Chief Executive Officer of Connectus Wealth Advisers, a global wealth management organization. Prior to Connectus, Molly was a Managing Director at Focus, responsible for leading business development and acquisition activities within the US and Australia. She also previously was the Head of the Strategic Initiatives Group of AXA US (The Equitable), where she led corporate strategy and business development initiatives to drive profitable growth and operating performance. Molly also previously worked within Morgan Stanley’s Investment Banking Division and began her career at PricewaterhouseCoopers. Molly is a CPA and CFA Charterholder. She holds an MBA from Columbia Business School and a BS in Economics from the Wharton School at the University of Pennsylvania.


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Referrals

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Featured Speaker
Max McQuiston
Advisor Practice Management Consultant
Jon Wainman
Advisor Practice Management Consultant
Molly Bennard
President, International Operations, Focus Financial Partners

*CFP credit is available only for U.S.-based webinar registrants. Requires at least 50 minutes of attendance. Please allow up to five business days to receive your credit.

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