3 Phrases Financial Advisors Should Avoid When Partnering with CPAs and Attorneys
Hey friends, Anthony Anderson here! In this video, I’m sharing three phrases that financial advisors should avoid if you’re looking to form strategic partnerships with CPAs, attorneys, or other professionals. These outdated terms can hurt your communication and the way you’re perceived, so let’s dive into what you should never say.
Phrase #1: "Referral"
One of the biggest mistakes I see is using the word referral. It’s outdated and feels transactional, like something from the ‘80s and ‘90s. We don’t trade clients like baseball cards. Instead, I recommend using introductions—it’s more professional and respectful. Introductions build relationships, whereas referrals feel more like quick transactions.
Phrase #2: "Send Them Over"
Another phrase to avoid is "send them over." You send a Christmas card or an email—you don’t send people. It’s impersonal and diminishes the value of the relationship. Instead, lead your clients through the process. You’re helping them navigate a journey, not shipping them off like a package.
Phrase #3: "Split Commission"
Finally, avoid using the term "split commission." Whether or not you earn a commission is irrelevant. The issue is the perception. Using “commission” makes you sound like a salesperson. Instead, use revenue sharing, which is more in line with business ownership and partnership. Business owners share revenue; salespeople split commissions. It’s a mindset shift that makes a huge difference.
What to Say Instead
So what should you say instead? Here’s a quick recap:
- Referral → Introductions: Build relationships by introducing your clients to others.
- Send Them Over → Lead: Lead your clients through a process because you care about the outcome.
- Split Commission → Revenue Sharing: Use terms that reflect business-building and partnership, not transactional sales.
By using the right language, you can communicate more effectively and stand out from other financial advisors who approach CPAs and attorneys with outdated terminology.
