by Tony Vidler
For an industry focused on planning, advisers have a tendency to forget planning how they will build their influencers.
I know that sounds like a heck of a generalisation, however it is one founded upon my own experience with advisers. Developing a centre-of-influence is often approached enthusiastically and with all the best intentions, however it all-too-frequently transpires that the relationship never really took off – and nobody is ever quite sure why.
Planning is often the missing ingredient. Thoughtful and deliberate assessment of whether it is a right fit, and if so, what has to be done to make it work well for everyone.
The typical approach is “thoughtless action”, which explains why the centre-of-influence relationships fail to take off. There is no shortage of enthusiastic action, but it is not strategic. The great advisers who have built long term and mutually beneficial influencers are anything but thoughtless – they plan how it is going to be developed and how they will make it work.
In this weeks video we have a look at the essential questions that you need to work through in order to plan the successful development of a long term, and mutually beneficial, centre-of-influence relationship…..or how PLAN to build the influencers…
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