The optimal way to acquire new high-quality, profitable clients—and consequently have the potential to become exceedingly successful in 2014—is through referrals. Moreover, the most powerful types of referral are those provided by centers of influence. Again, for the preponderance of financial advisors, this is a statement of the obvious. Moving beyond the obvious, in this column we’ll provide the operational processes that can enable you to create a flood of new, exceptionally rewarding affluent clients by cultivating centers of influence.
Russ Alan Prince is president of R.A. Prince & Associates Inc. and Executive Director of Private Wealth magazine.
Brett Van Bortel is Director of Consulting Services for Invesco Consulting, the sales consulting group within Invesco Distributions Inc. The opinions expressed are those of Russ Alan Prince and Brett Van Bortel, and are based on current market conditions and subject to change without notice. These opinions may differ from those of other Invesco investment professionals.