{"id":81433,"date":"2026-03-31T10:51:57","date_gmt":"2026-03-30T23:51:57","guid":{"rendered":"https:\/\/riskinfo.com.au\/news\/?p=81433"},"modified":"2026-04-02T13:33:03","modified_gmt":"2026-04-02T02:33:03","slug":"riskinfocus-26-attendees-hear-the-benefits-of-referrals","status":"publish","type":"post","link":"https:\/\/riskinfo.com.au\/news\/2026\/03\/31\/riskinfocus-26-attendees-hear-the-benefits-of-referrals\/","title":{"rendered":"Unpacking the Benefits of Referrals"},"content":{"rendered":"

Risk insurance referrals represent one of the largest untapped growth opportunities for financial advisers, according to Mark Neil<\/strong>, National Risk Specialist at ClearView Wealth<\/a>.<\/p>\n

Speaking at the capacity Riskinfocus 26 event in Melbourne, that industry research showed existing clients remain the largest source of referrals, generating about eight out of ten introductions to advice businesses.<\/p>\n

He said accountants remain the second-largest referral source, responsible for roughly 45% of referrals, reflecting long-standing relationships between accounting and financial planning firms.<\/p>\n

However, Neil said referrals between advisers themselves represent a largely underdeveloped opportunity, particularly for those who specialise in insurance.<\/p>\n

…No single adviser can realistically specialise in everything…<\/p><\/blockquote>\n

Of all the advisers authorised to provide risk advice, he said a relatively small group write the majority of new insurance business each year.\u00a0That concentration, he said, highlights the opportunity for risk specialists to partner with advisers who focus primarily on investments or retirement planning.<\/p>\n

\"Mark<\/a>
Mark Neil of Clearview Wealth explains the benefits of referrals to the Riskinfocus 26 audience in Melbourne.<\/figcaption><\/figure>\n

\u201cRetirement planning, social security, superannuation and aged care are all complex areas,\u201d Neil said. \u201cNo single adviser can realistically specialise in everything.\u201d<\/p>\n

Instead, he encouraged advisers to adopt a more collaborative approach within the profession by establishing referral partnerships that allow clients to access specialist advice across different areas.<\/p>\n

Neil said successful referral relationships are built on shared values, strong communication and a focus on client outcomes rather than financial rewards.<\/p>\n

Referred clients typically onboard faster because trust has already been established…<\/p><\/blockquote>\n

He outlined several practical strategies advisers can use to build stronger referral pipelines, including:<\/p>\n