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Mar 28, 2018

Improving Your Professional Network

 

Summary:

 

Today on the Confident Advisor Practice from the Horizon Advisor Network, host Bill Bush, Pete Bush and Chris Sullivan of the Horizon Financial Group continue discussing the Confident Advisor Practice scorecard for rating financial advisors and business owners. They have previously covered Financial Management, Vision, Value Proposition, and Business Development. Now they get into the four grading sections of “Professional Network.” Learn the importance of trust and sharing your talents in building out your network as a financial advisor.

 

Time Stamped Show Notes:

  • 01:03 – They discuss the 5th category of the Confident Advisor Practice Scorecard: “Professional Network:
  • 01:53 – Score yourself 1-3 if you are suspicious about CPAs and other service providers and focusing on what your professional network can do for you and not what you can do for them.
  • 04:10 – Score yourself 4-6 if you only refer other professionals business if they refer business back to you. You network but you don’t share how your approach could benefit them.
  • 06:35 – Score yourself 7-9 if through working with clients you have gotten to know some of their other professional relationships and you randomly receive referrals. You are active in the community and sit on boards and have earned trust and respect. But your opportunities are coming to you randomly.
  • 10:33 – Score yourself 10-12 if have a network of specialists ready to help you and your clients and routinely refer your best clients to them. You keep them updated on how you can add value to their clients. You trust them and they trust you.
  • 13:03 – Pete mentions the importance of not asking for anything until you have had the chance to give first. Create opportunities to build a professional network with individual meets and taking them out to eat.
  • 16:25 – Part of your value proposition is to connect clients with other specialists without pretending you know it all.
  • 17:32 – Next Episode Preview on, Process and Procedures, Unique Ability Teamwork, and Continuity and Succession.
  • 19:24 – The closing credits

 

3 Key Points:

  1. 1. Keep professionals in your network updated on how you can add value to their clients.
  2. Don’t ask for anything until you have had the chance to give that person help first.
  3. Your value proposition should include connecting clients with other specialists without pretending you know everything they need help with.

 

 

Tweetable Quotes:

-    “You are not only needing other professionals to help complete the client’s financial needs...you need to be part of their financial network as well to get some their reciprocal type of referrals.” – Pete Bush

-    “What you really want to do is position yourself as a valuable resource for their clients and then let the chips fall where they may.” – Pete Bush.

-    “You are be a magnet versus pursuing.” – Pete Bush

-    “The law of reciprocation is give first.” – Pete Bush

 

 

Resources Mentioned: