As published in WealthManagement.com on March 30, 2020
Throughout my years of providing marketing and growth consulting services to not just financial advisors but also accountants and attorneys, I’ve found a baseline theme around these professionals’ approach to generating new clients: The majority continue to grow their practice through COIs, or “centers of influence,” which are, primarily, each other.
Second only after client referrals, introductions from centers of influence have credibility attached to them, which can help financial advisors, lawyers and accountants get in front of their target audience.
It also helps those clients who need these specialized services the most. Given the unique and historic concerns arising from the COVID-19 outbreak, that need has never been greater.
We recently conducted a survey of some of the nation’s top trust and estate, family and business lawyers, as well as accounting professionals, and asked them what they were hearing from their clients the most in the wake of the COVID-19 outbreak and what advice these clients seem to value the most.
Here are some major themes we found, broken down by specialty:
Business Lawyers:
Read the rest of this article here to see the responses!
Lawyers, CPA’s and Financial Advisors: Are you looking for more effective ways of working with your centers of influence, sharing your specialized recommendations with them, and making your practice’s story be heard and relayed? Schedule a call with us to discuss our COI-Networking Platform.