By Patricia Giesbrecht and Kim Poulin
In the September issue of FORUM, the feature “Forging Stronger Alliances” discussed working effectively with centres of influence (COIs). Let’s now examine how advisors have implemented COI strategies into their businesses.
COIs may never become clients, but have the ability to introduce advisors to people who can. Reg Braun of Gallery Wealth Management, in Morden, Man., has done a great job of cultivating strategic alliances with both accountants and lawyers in his town and neighbouring towns. He has positioned himself as a resource for farmer and business owner issues, so he mainly gets referrals in those markets to assist with their retirement planning, insurance, and estate planning. There is some reciprocal business, however, it is not quid pro quo. This approach works because Braun understands his ideal client profile.
On the other hand, Adam Gabrysz of Strategic View Financial in Toronto enjoys social outings with his COIs. He sets up lunches, dinners, and gatherings at his home. These endeavours helped him develop great COIs such as mortgage brokers, and professionals in the property and casualty industry. This approach works because Gabrysz has identified his ideal networking COI.
Below are five more tips on how to best network with COIs.
Patricia Giesbrecht and Kim Poulin are business coaches at The Personal Coach. To comment on this article email email@example.com.