centre of influence

For referral alliances to be sustainable both parties must feel that the alliance is equitable. If one party keeps getting more out of it than the other, is that alliance likely to last long term?…

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…

The classic urgent AND important dilemma: your best client is on the phone talking to you. An incoming call from your top Centre-of-Influence comes in while talking to your best client. Do you “end and…

The key to successful professional networking is as simple as creating a win-win…everyone knows that. Networking with accountants will be successful if you know what the “win” looks like for them. Advisers historically – for…

The best way to generate constant referrals is by having “centers of influence” delivering qualified and interested prospects to you regularly. To do this successfully – especially with a number of COI’s – there 15…

One of the most effective things you can do to create confidence and support from prospective COI’s is take them through your client experience. Actually do the job that you do, for the Centre Of…

One of the most important pieces of work for professional advisers in the last 3 decades would have to be Robert Cialdini’s Principles Of Influence. Essentially he has distilled the lessons of human behaviour into…