Some of the topics the lawyer can cover are:

• When an entrepreneur should hire an investment banker;

• Common mistakes entrepreneurs make selling their businesses; and

• Powerful negotiating strategies entrepreneurs use when selling or buying companies.

When this arrangement is properly structured, you will also see a steady stream of new wealthy investor clients. But there are caveats. If you want to become a thought leader, you need both patience and the ability to deliver content regularly, and that goes for the lawyer, too.

Another effective thing you and your M&A attorney can do is produce workshops and presentations to successful business owners. Give presentations at elite mastermind groups—often a powerful way to find clients. But the material you present must be seen as worthwhile.

By helping your strategic attorney partners become thought leaders themselves, you are creating more opportunities for them to refer wealthy investor clients to you.

Obtain Wealthy Investor Referrals: Once you have increased your attorneys’ deal flow, they will be motivated to send you wealthy investors for your services and products. The complication is that relatively few M&A attorneys know how to effectively refer their clients to you. You therefore have to correct this “disconnect.”

A good starting point is that you can explain the range of services and products you provide business owners, especially people selling their companies. A good technique is to provide the attorney with a one-page bullet point non-technical overview of your expertise. It usually also helps if you can provide the attorney with “talking points” addressing how to introduce you.

While it might be blindingly obvious to you, many other professionals, including M&A attorneys, will not see opportunities for your expertise. To correct this deficit, it may be worthwhile for you to review their client situations with them. This approach moves the conversation from the abstract to the concrete … you are talking about actual clients. When the process is done well, new possibilities are almost always unearthed for wealth management.