In the past two years, Jonathan Rivard, a financial advisor with Edward Jones, has added more than $40 million in new assets to his Richmond Hill, Ont.-based business.

Rivard attributes this success to his ability to explain the value he provides to his clients to centres of influence — other professionals, such as lawyers and accountants. Says Rivard: “[COIs] are already working with people who may need my help.”

“Referrals from [COIs] are powerful,” says Alladin Versi, regional tax leader with accounting firm Meyers Norris Penny LLP in Nanaimo, B.C. “There’s an automatic transference to you of the trust the client has in that individual [who has referred you to the client].”

Versi has built his business by cultivating a network of lawyers, accountants and financial advisors. He rarely has to ask clients for referrals, he says, as long as he maintains his relationships with COIs. Versi developed his network of COIs by giving tax presentations to associations and small firms that don’t have tax experts on staff.

Says Steve Ison, principal responsible for advanced training with Edward Jones in Mississauga, Ont.: “If you’re serving a client well, relationships with the other professionals they work with will naturally evolve.” — ROSEMARY MCCRACKEN