Guardian Advice launches referral strategy guide

29 March 2014
| By Staff |
image
image
expand image

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."

Read more about:

AUTHOR

Recommended for you

sub-bgsidebar subscription

Never miss the latest news and developments in wealth management industry

MARKET INSIGHTS

GG

So shareholders lose a dividend plus have seen the erosion of value. Qantas decides to clawback remuneration from Alan ...

2 months 1 week ago
Denise Baker

This is why I left my last position. There was no interest in giving the client quality time, it was all about bumping ...

2 months 1 week ago
gonski

So the Hayne Royal Commission has left us with this. What a sad day for the financial planning industry. Clearly most ...

2 months 1 week ago

A Sydney-based financial adviser has been banned from providing financial services in the interest of consumer protection after failing to act on conduct concerns. ...

3 weeks 2 days ago

ASIC has cancelled the AFSL of a $250 million Sydney fund manager, one of two AFSL cancellations announced by the corporate regulator....

3 weeks ago

Having divested its advice business in August, AMP is undergoing restructuring in at least four other departments amid a cost simplification program....

2 weeks 4 days ago