How Financial Advisors Can Build Referral Relationships with Lawyers, Therapists, and Accountants (Without Making It Weird)
The best referrals often don’t come from clients. They come from trusted professionals your clients already lean on—estate attorneys, CPAs, and even therapists.
These are the people who see clients at major moments of financial decision-making:
Selling a business
Finalizing a divorce
Navigating grief or inheritance
Facing burnout or money stress
Planning for taxes or retirement
But most advisors don’t know how to build those relationships without making it feel transactional or awkward.
Here’s how to approach referral partnerships with lawyers, therapists, and accountants—the right way.
1. Lead with shared values, not sales
Don’t start the relationship by asking, “Can I get referrals from you?”
Start by saying:
“We probably serve a similar type of client. I’m always looking for professionals I trust to refer clients to when legal or emotional issues come up. Would you be open to meeting and seeing if there’s alignment?”
This positions you as a resource—not a networker looking to close deals.
2. Understand their world first
Before asking for anything, ask:
What types of clients do you work with?
When do financial issues tend to come up?
What makes a good referral partner for you?
What’s the biggest challenge you see in working with advisors?
Listen deeply. If you understand their workflow, you’ll see where you naturally fit in—and how to make their job easier.
3. Collaborate on client care—not just referrals
Think of ways you can work together on behalf of the client, such as:
Offering joint planning meetings with a CPA and client
Coordinating timelines for estate or divorce planning
Sharing summaries or high-level plans (with client permission) so the team is aligned
This builds trust, shows your professionalism, and makes them want to send clients your way.
4. Build a referral framework together (lightly)
Once you’ve established rapport, bring up the idea of a two-way relationship.
Say something like:
“If you ever have a client who seems financially overwhelmed or unsure of what to do next, I’d be happy to be a sounding board. No pressure, no sales pitch—just a second set of eyes.”
And:
“Likewise, I’d love to refer clients your way when estate or tax planning comes up. Would you be open to staying in touch when opportunities arise?”
Keep it light. Make it about the client, not quotas.
5. Offer to feature them
Invite them to:
Speak at your client event
Join you on a webinar
Co-author a blog post or FAQ sheet
This helps them grow their business while creating something valuable for your clients. It positions you as a connector—not just another advisor asking for business.
6. Make introductions proactively
If you want to receive more referrals, give more first.
Introduce your clients to great attorneys, therapists, and CPAs. When they see that your referrals are thoughtful, prepared, and easy to work with—they’ll return the favor.
Pro tip: Follow up after the intro and share how it went. That feedback loop builds trust and professionalism.
7. Stay top of mind without being pushy
Ways to stay on their radar:
Send an occasional “thought you’d find this useful” article
Share a recent win or update from a shared client (with permission)
Invite them to lunch or coffee every quarter or so
Tag or mention them (with context) in relevant LinkedIn posts
The key is consistency, not pressure.
8. Be extra clear about compliance
If you’re fee-only, make that clear up front. Many professionals are turned off by advisors who lead with product sales or commissions.
Also clarify:
You don’t expect reciprocal referrals—you value client care
You always get permission before sharing anything
You’re happy to be a quiet support—not trying to “take over” the relationship
Trust is your currency. Protect it at all costs.
9. Keep it human
At the end of the day, lawyers, CPAs, and therapists want to refer to people who:
Are good at what they do
Communicate clearly
Make their clients feel safe
Don’t make life harder for them
So be professional, be kind, and be easy to work with.
Final Thought: Referral Relationships Aren’t Built. They’re Earned.
You don’t need formal agreements or flashy partnership decks.
You need real relationships, shared values, and consistent follow-through.
When professionals know you’ll take great care of the people they trust, the referrals will come—organically, consistently, and over time.
Want help crafting your referral intro message, a one-page explainer for professionals, or a joint event strategy? I’ve got a few ideas—just say the word.
