Use Your Partnering Skills
by Tony DiLeonardi
Finding more effective ways to attract and retain clients is not
a challenge unique to the financial advisory community. In
fact, I'd be hard pressed to name an industry that isn't focused on
ways to preserve or build their business. Given this, my
recommendation to you is join forces with other
professionals/organizations that share a similar client base.
This approach can offer limitless connection opportunities, but
I'll share two savvy approaches I've witnessed in the field.
For example, an approach used by one advisor is to partner with
non-profit organizations and chambers of commerce on local
events. In many cases, these understaffed organizations
already have a schedule of events where your offer of support―such
as helping promote or set up the event―could land you a role as a
participant or sponsor.
Another advisor shared with me their unique ―and especially
timely―approach on partnering with recruiters. While your
first instinct may be to discount a recruiter's client base of
unemployed professionals, a second look will reveal a significant
source of money in motion. Whether the clients are unemployed
or seeking to make a job change, their 401k money is a rollover
opportunity for you.