Recent research from Aviva suggested 69 per cent of firms are not going to employ additional advisers this year. This implies alternative routes to target clients must be found, with professional introducers at the top of the list.
Developing introducers involves time, effort and patience and you should think about the following:
- Work out your proposition for professional connections so they know how you want to work with them. Treat them the same as clients; provide a clear picture of what you do, how you do it and how they should be involved.
- Work out an ongoing contact plan that will build trust and demonstrate your expertise. This can include monthly reviews, twice-yearly lunchtime seminar updates and client seminars.
- Concentrate your efforts – identify connections that offer the best opportunity for business and who will be receptive to your services.
- Consider how much time you can devote to this activity and what your target achievement will be in 12 months’ time. As a general rule, a small number of productive connections (for example, up to five) is relatively easy to develop and maintain.
As always, there is a lot of work behind each of the points but you need to have them thought through in detail and be very well prepared in order to maximise the opportunity.
David Shelton is the author of The Business of Advice book and website www.businessofadvice.co.uk