In financial services and many relationship-driven industries, growth often comes down to one question: how do you get more referrals? Too many professionals rely on scripts, awkward asks, or transactional tactics that feel forced to both sides. The result is predictable. Clients hesitate, and trust erodes before it can deepen. Dave Van Buskirk, a financial advisor, author, and speaker at Edward Jones, offers a different perspective on relationship-based business growth. Instead of focusing on how to get referrals without asking, he believes in earning them.
A Different Way to Grow
Van Buskirk's approach centers on what he calls a client experience strategy. These are moments where clients feel so valued and understood that sharing your name becomes natural.
“The most sustainable way to grow a business isn't by asking for referrals,” he says. “It’s by creating meaningful experiences, showing consistent gratitude, and building relationships people are proud to share.” This idea challenges the common playbook. Instead of treating referrals as a request, he treats them as a byproduct of trust.
Early Lessons That Still Guide Him
Van Buskirk's perspective on investing did not begin in the boardroom. Instead, it started with family. “My grandmother would talk to me about it — how ownership worked, how investing wasn't about speculation but about believing in something over the long term.”
Those early conversations shaped how he sees both money and relationships. Investing was never just about numbers. It was about belief, patience, and trust, the same values that now define his business.
Turning Service Into a Referral Engine
Over more than two decades, Van Buskirk has developed a referral marketing strategy that reflects those values. His team focuses on consistency, gratitude, and thoughtful communication. “We like to say that when someone does business with us, it feels unlike any other business they've ever worked with,” he says.
That experience is not accidental. It comes from systems that reinforce appreciation and connection at every step. Van Buskirk emphasizes authenticity and generosity. However, the latter is not limited to financial guidance.
“Generous doesn't just mean financially,” he says. “It means being generous with your time, your patience, your effort, and your wisdom.” For clients, that difference is tangible. For the business, it creates a steady stream of introductions that never feel forced.
When Referrals Become Personal
Van Buskirk has had his fair share of meaningful moments in his career. Perhaps the most significant is when a client makes an introduction. “It’s never about a transaction,” he says. “It’s about trust.” That’s one of the benefits of word-of-mouth marketing.
Trust carries weight. When someone recommends their team to a friend or family member, it reflects confidence built over time, not a single interaction. These moments reinforce a key idea that referrals are earned through relationships, not requested through tactics.
A Practical Shift for Business Owners
For anyone trying to grow through referrals, Dave Van Buskirk's message is direct: Focus less on asking and more on how people feel when they work with you. His book Referable: How to Get Unlimited Introductions Without Even Asking expands on this approach. It offers systems and principles that help turn satisfied clients into active advocates. The goal is to create experiences people want to talk about. In a crowded industry, the shift can make all the difference.
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