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Keyword: Referral relationships

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Replace word of mouth with more effective strategies

Cultivating relationships with centres of influence can provide you with valuable new clients. Establishing and maintaining those arrangements takes time and patience

The complexities of tax law mean that advisors must step carefully in this area or risk liability. Consider having a network of experts in place so that you can help clients resolve their tax issues without stepping beyond your knowledge boundaries

Planners can help identify strategies and tax-planning opportunities that might not otherwise be obvious

Create a plan to inform clients of your value

Clients should see you as a well-connected source of information and experts

These common mistakes can ruin relationships with centres of influence

Avoid these obstacles to profitable referral relationships

Choose professionals who share your goals

Coach: Build centres of influence into your prospect process

Brad Amlin, owner of Marlatt Ltd., and an advisor with Manulife Securities Inc., in Oakville, describes how he approaches centres of influence and what part they play in a process to build his clientele. Kim Poulin of The Personal Coach joins the conversation at the TMX Broadcast Centre in Toronto.