Which professionals are worth approaching and which are not?
Posted October 31, 2006 10:59 by Hoard Client Systems CEO.
About Hoard Client Systems CEO
Hoard Client Systems CEO's affinity for investing and financial matters began more than 20 years ago when he began investing in the stock market through a class in high school. Now, in 2006, he is being looked to for his innovation in altering the efficiency in which financial professionals communicate with clients.
Give the your clients accountant a call during their down season (May-September). Let them know that your are <client’s name here> financial advisor and that you wanted to introduce yourself and let the accountant know that if they needed any help with your client’s investment information that you would be glad to lend a hand.
How many broker’s take the time to do this with their accountants? Very few and it can really pay dividends when done regularly and properly.
Discuss
Comments
769 days ago Mike Kaselnak wrote:
You are absolutely right Mukul. CPAs are a skeptical bunch. You cannot go after them with the idea of getting them to refer all their clients. You MUST introduce yourself as an advocate for their and your CURRENT client. You are offering yourself as a tool not for all their other clients but instead as tool to make their lives easier for your shared client. Skeptical people only beleive one person....themselves. You must be patient and let the CPA decide for themselves that you are worthy of their other clients. This low key approach, while not an overnight success, will be a ticket to a booming practice built on CPA referrals if you just keep at it. It costs nothing to pursue this idea of generating referrals and is actually beneficial to all parties...You...Your client...and the CPA.
767 days ago Tom Lewis wrote:
Other professionals... most will NEVER refer you a piece of business (there are exceptions). But one of the best reason's to court them is so they don't KILL your idea for a client.. and best of all support and validate your client. I've had a long term relationship with an estate planning attorney - he almost never refers but I know that when I take a client there he won't kill the deal either. Nice to have the support. CPAs - ones that are proactive are already competing for our business. The other ones just react to what their clients ask them to do and are about as responsive as a lump on a log. Yet they are viewed as the "expert advisor" so often. go figure.
763 days ago Een P. wrote:
It’s really as simple as Mike said here. You just give them a call and say, “ Hi this is Blah Blah, I am working with one of your clients, the Jones. I would like to simply introduce myself and let you know that I know how difficult it can be during tax season for accountants to help their clients with their cost basis, purchases and such. I just want to let you know that when I bring on a client, I always help their accountant complete these things so as to make it easier on everyone. Would it be OK if I stopped by sometime next week to drop off my business card? Or would you like me to email you my info? Would it be OK if I touch base with you too, if I have question?” It’s really that simple and they generally appreciate it.
755 days ago Jon Campbell wrote:
Absolutely! I do this and it was actually how I got two of my biggest clients! But you are right about not bothering them during their busy season. I generally try to do it in the summer when my business and theirs has slowed down a bit. Contacting my client’s accountants is a very profitable down time activity to say the least.
695 days ago John Cito wrote:
If you are not sending a TAX TIME SURVIVAL KIT to every accountant and tax preparer you know, you are missing a small window of opportunity. Get a Priority Mail box from the post office, put in your buisness cards, apsirin, white out, Red Bull, tea bags, tissues, cookies, antacids...use your imagination, and write a note....you can drop this off personally or mail it. Worth a shot.
769 days ago Mukul Sheth wrote:
CPA's are the most skeptic people in the world. Lately they have been bombarded by the insurance agents who wants to get in to their clients list and CPAs are not ready to do that. I just did a seminar for CPAs and found out that they are not intersted in talking about insurance with absolutely no one. Infact they would not come to seminar if it was about sinsurance or other product sales. My two cents, if it is worth any thing.