Guardian Advice launches referral strategy guide
Suncorp-owned risk-focused dealer group Guardian Advice has launched what it is describing as a ‘Centres of Influence' (COI) Strategy Guide intended to help advisers build robust referral networks.
Announcing the initiative, Suncorp Life head of dealerships Simon Harris said finding new clients represented the key to sustaining and growing a thriving practice.
"Our goal is to train advisers to form new centres of influence, or reinvigorate existing networks they might not be getting much from, and help them secure the right kind of clients," he said.
"Depending on your ideal client, you're often looking at the ‘newly responsible' embarking on major life decisions like marriage, buying a house, taking out a mortgage, having kids or refinancing debt. So it's key to understand what other professional service firms your target clients are already doing business with."
Harris said the new model built on referral relationships based on due diligence, persistence and accountability to drive successful partnerships that bring long-term benefit to the referring practice.
He said a recent poll of Guardian advisers on their key business challenges showed that acquiring new clients through referral was an ongoing barrier to building new business.
"Most customers trust word of mouth when making a buying decision, so it's essential to have a referral partnership with a range of relevant service providers to offer warm or hot introductions to potential clients who need your services."
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