Make lucrative liaisons
Referrals from your expert team are particularly helpful for business development, since they come from people who know your practice well and understand what kind of client you serve best.
-R. Douglas Pauley
Many independent planners are just that—independent and unused to collaborating across disciplines. Indeed, few planners maintain strong relationships with estate attorneys, CPAs or other professionals, experts say. These untapped connections represent a huge opportunity: Forging ties across disciplines can improve your client service and give your practice an edge over the competition.
Over time, trusted partnerships will often yield referrals in both directions [...] Referrals from your expert team are particularly helpful for business development, since they come from people who know your practice well and understand what kind of client you serve best. R. Douglas Pauley receives referrals from Accountable Aging (a geriatric care manager in his region, for help understanding Medicare Part D) and sends his clients to them. "It’s wonderful to find such allied professionals,” he says. “I can make referrals to Accountable Aging with a great endorsement."
-Pauley, a fee-only planner near Austin, Texas, in Your Network of Experts
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