COI Referrals

Bankers are 82% more likely to receive an appointment if the process starts with a referral. Referred clients convert to new business 30% more than through other sources. Referred clients have a 16% greater lifetime value than those generated in other ways. These data point to Centers of Influence as a key source of new opportunities. The key to success is bankers developing the right referral network and nurturing these relationships on an ongoing basis. COI Referrals provides participants with the practical knowledge and skills to cultivate a cadre of quality referral sources.


  • Senior Executives, Regional or District Sales Managers, Relationship Managers, Business Development Officers, Wealth and Investment Consultants, Branch Managers, Mortgage Consultants, and others that rely on Centers of Influence for referrals

Time Frame:

  • One-day classroom module


  • None

Tools and Job Aids:

  • New COI Development Process
  • COI Call Plan
  • COI Call Observation Guide
  • COI Call Diagnostic
  • 3By Process Tool
  • Share of Heart Job Aid
  • COI Referrals Coaching Job Aid

Taking you where you want to go starts with a conversation…

Give me a little info and I’ll be back with you shortly.

Dana Perkins
Executive Vice-President – Sales and Consulting



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