June 2, 2014
•
Russ Alan Prince & Brett Van Bortel
Central to being effective cultivating centers of influence is developing an in-depth understanding of them and their business models. Only then is it possible for you to provide viable value-added expertise to them. However, what’s more often the case is that financial advisors aren’t committed to or capable of effectively profiling the various professionals they’re looking to for affluent client referrals.
In a study of 549 financial advisors, it is clear that very few of them have a well-rounded and deep understanding of the centers of influence they’re seeking to obtain affluent clients from.