Thursday, August 10, 2017
As an estate or financial planner interested in building a practice concentrated on affluent clients, it is both beneficial and necessary to transform centers of influence into pipelines for new business. Working with accountants, attorneys, and other planners offers an opportunity to build relationships based on mutual respect and a confidence in competency. Professionals that know you well and recognize you as an honest and knowledgeable advisor are more likely to point high-net-worth clients in your direction.
An advisor can effectively transform friendships and professional relationships into client growth through the following: by intelligently communicating your professional expertise, positioning yourself as a valuable resource, and openly but humbly sharing best practices with other professionals. A caveat, there exists a dangerously thin line between offering helpful advice and being an arrogant know-it-all. It is best practice to tread lightly when attempting to build these relationships.
See Russ Alan Prince & Brett Van Bortel, A Nurturing Campaign, Financial Advisor, August 1, 2017.
Special thanks to Jim Hillhouse (Professional Legal Marketing (PLM, Inc.)) for bringing this article to my attention.