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Ep 447: Getting A Healthy Flow Of New Clients From Centers Of Influence By Addressing The Referral Risk They Fear The Most with Dan Allison
Financial advisors frequently seek out relationships with Centers Of Influence (COIs) such as accountants and attorneys, but sometimes find that it's hard to get referrals from these professionals. Advisor marketing expert Dan Allison believes this is because COIs fear putting their own reputations on the line and joins the show today to explore how financial advisors can reframe COI relationships by reducing that risk and building real trust over time.
Dan is the owner of The Exchange, a virtual content platform and community focused on helping financial advisors master client acquisition and relationship-building. Listen in as he shares how to approach the first COI meeting to set the tone for a high-value relationship, why building credibility often takes months (or even years), and how to use client feedback to reinforce the COI's confidence in making future referrals. We also discuss creating regular touchpoints with COI partners, setting up COI mastermind groups to drive both learning and connection, and how finding partners who already serve your niche clients can lead to deeper, more consistent referral streams.
For show notes and more visit: https://www.kitces.com/447
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By Michael Kitces
4.7
693693 ratings
Financial advisors frequently seek out relationships with Centers Of Influence (COIs) such as accountants and attorneys, but sometimes find that it's hard to get referrals from these professionals. Advisor marketing expert Dan Allison believes this is because COIs fear putting their own reputations on the line and joins the show today to explore how financial advisors can reframe COI relationships by reducing that risk and building real trust over time.
Dan is the owner of The Exchange, a virtual content platform and community focused on helping financial advisors master client acquisition and relationship-building. Listen in as he shares how to approach the first COI meeting to set the tone for a high-value relationship, why building credibility often takes months (or even years), and how to use client feedback to reinforce the COI's confidence in making future referrals. We also discuss creating regular touchpoints with COI partners, setting up COI mastermind groups to drive both learning and connection, and how finding partners who already serve your niche clients can lead to deeper, more consistent referral streams.
For show notes and more visit: https://www.kitces.com/447
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