The ClientWise Blog

Why Your Networking is “not-working!”

Posted by Ray Sclafani on Mar 29, 2016 11:00:00 AM

Whenever I have a conversation with an advisor client about his or her professional advocate network, invariably they begin to discuss the number of client referrals they receive from attorneys and CPAs and their ability to convert those leads into new clients. The problem is, their focus is on a strategic byproduct (referrals) rather than on the primary purpose of building a network in the first place – to better deliver on your client promise to provide holistic wealth management.

While CPAs and attorneys are certainly important components to any advisor’s professional network, far too many begin and end there, overlooking a litany of other important professional service providers.

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Topics: professional advocate, network