Abstract
This article addresses the following key points: Referrals from accountants and attorneys are a source of new private clients for many investment advisory firms. Investment advisory firms should consider a formal marketing campaign to develop professional referral relationships. Offering a unique service or specialty sets a firm apart. Working with a small number of accountants and attorneys usually produces better results than attempting to network with numerous firms. Maintain contact with prospective referral sources even if the referrals don't materialize immediately.
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