Question

Topic: Strategy

Best Practices - Referral Program

Posted by Anonymous on 4/11/2005 at 4:30 PM ET 125 Points
My client - wealth management advisor - gets a good deal of business from two sources - CPAs and attorneys. It would like to broaden its contact with more of these firms from these two groups and then maintain contact with them to keep their services top of mind. I'd lilke to know what you consider to be best practices for building and maintaining contact.

Thanks.

Bob Reed
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RESPONSES

  • Posted by Chris Blackman on 4/12/2005 at 10:35 AM Accepted
    Golf umbrellas with your URL. Shelter from the storm. Protection. Just an idea...
  • Posted on 4/12/2005 at 12:45 PM Member
    An associate of mine in a similar business as you describe, often holds breakfast seminars. He sends e-mails to get the clients together either at his office or a local restaurant with private room capabilities. There are many times when the clients he invites will actually pass the invitation on to their clients depending upon the topic of the discussion.

    He holds these monthly meetings in order to keep his name in front of his clients and to generate new business. Some of his clients have larger offices with more than one advisor, so it also gives him a chance to meet with new people on their staff and continue to grow his network.

    His topics are topical to his audience as he wants to make sure he provides value to the meetings, and not just offer a networking session. By sponsoring these meetings, he is also positioning himself as a "player" or expert in the field. If someone has a question down the road, they'll remember him as a good source with good contacts and as mentioned above, being a friend will bring him business.

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