COI

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?…

Getting more referrals from existing clients and relationships is often a challenge, but you can generate more referrals from past referrers with a little more thought. Being thoughtful about expressing gratitude extends beyond “what is…

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…

A great Centre-of-Influence keeps referring…they are not really COI’s unless they keep referring. That relatively reliable constant stream of introduction to target market prospects can build an advisory business better than any other form of…

You have a couple of professionals from different firms in the same sector who you want to have as Centre’s-Of-Influence (COI’s), and most advisers think that is an impossibility. It is absolutely possible though…and I’d…