Many bank advisors feel they aren’t getting enough referrals from branch employees. What can they do? Make a stronger case for sending referrals, Rick Rummage, founder and CEO of The Rummage Group, writes in BIC’s July issue. The advisor’s job is to cater to referral sources and treat them as though they were clients, he says in the article.

Advisors must put to rest any misgivings that bank staff might have with sending them referrals. Here are five tips he offers advisors to put their referral sources at ease and get those referrals flowing.