BRC Referral Growth



BRC Referral Growth
led by principal Mike Buchanan helps wealth management, trust, and investment services providers gain actionable insights for growing external & internal referral volumes -- while staying abreast of changing needs, perceptions, and satisfaction levels within their trade area's referral community.

Clients leverage our wealth management business development support expertise combined with our executive research expertise in holding depth discussions with external referrer executives, COIs, consultants, strategic alliance professionals, and internal company colleagues & executive managers.

This dual-expertise approach to helping clients build referral volumes includes:

Understanding the client's business objectives and current priorities among referral channels for new business

Collaborating on an approach and discussion guide for acquiring responses on the subject matters of interest

Conducting exploratory one-on-one discussions with selected referrer channel members and stakeholders

Presenting a summary of findings and recommendations focused on one or more of the referral channels below


Send Referral Growth Priorities Worksheet


Principal Mike Buchanan


Buchanan has served as Business Development Support Director with several wealth management, trust, and private bank organizations in the region. In these roles, he has supported a variety of sales management processes, business development strategies, and referral source growth initiatives.

He has served as principal with wealth management CRM and business intelligence firms, supporting an array of provider types and referral program approaches.

He holds a Master of Business Administration (MBA) degree from the Wharton School of the University of Pennsylvania, concentrated in Marketing Management, and a Bachelor of Arts degree in Regional Science from the University of Pennsylvania.

Value Proposition

Clients benefit from expertise in wealth management growth efforts of bank wealth divisions, trust companies, private banks, RIAs, and investment managers -- where referral growth is a key element of new business gains.

This background also includes support for new business referral activity for personal, corporate, and institutional customers for all wealth management business lines, including referrals to insurance, financial planning, private banking, brokerage, and retirement services.

For discussions with internal company referral sources, his prior experience managing line support resources leads to informed dialogues (including issues related to referral submission, tracking, reporting & compensation).
Experience working alongside wealth sales directors and senior department managers adds value to the relationship and results.