Building a referral habit

The advisers seeing the greatest success aren't waiting for opportunities to appear - they've built referrals into the way they work.

Some simple habits can make a significant difference:

• Focus on client goals, not products.

• Look for opportunities during Fact Finds, reviews, refixes, top-ups, and annual check-ins.

• Refer clients whenever specialist expertise would add value.

• Follow up after referrals and ask about the client's experience.

• Leverage the expertise available across the NZFSG network.

Remember, being a trusted adviser doesn't mean having all the answers. Often, it means knowing who can help and confidently making the right introduction.

And here's the paradox: advisers who consistently refer clients often receive more referrals in return. When clients see you prioritising their best interests over a transaction, trust deepens, relationships strengthen, and advocacy naturally follows.

The most valuable referral you'll ever make could be the one that generates your next client.

Playing the long game

Referrals are a long-term game.

They may not always generate immediate results, but over time they create stronger client relationships, recurring revenue opportunities, and a more valuable business.

Cam Marcroft of Loan Market has been referring KiwiSaver clients through Kōura for two years and describes the process as building momentum like a freight train.

"It's a long-term game. You've just turned the engine on. It's slow leaving the station, but as you keep adding to it, the momentum builds quickly."

Perhaps his most powerful observation is this:

"The only regret will be not building KiwiSaver into your advice process sooner."

The same could be said for referrals more broadly.

Your clients' financial needs rarely stop at one solution. By leveraging the referral partnerships and peer-to-peer relationships available within the NZFSG network, your service doesn't have to either.