Building the Center of Influence Relationship
Most complex and sophisticated financial plans require a team of professional advisors who may include an attorney, accountant, trust officer, and possibly a charity’s development officer. These individuals should be viewed as valuable resources to you.
Most of these professionals will also have a working relationship or affinity with other financial advisors. It goes without saying that any one of them could torpedo your relationship with the mutual client if they don’t like or respect you. From the moment of introduction, you should build the relationship by working in a collaborative and cooperative manner. When hosting local seminars or events, always invite them. If circumstances are appropriate and favorable, consider referring them to your clients. Send these professionals your client communications, such as newsletters, that will keep you top of mind.
After meeting with mutual clients, always send a personal note with updates, next steps, and words of appreciation. Centers of influence can be a tremendous resource for growth and retention!