The 'Centres of Influence' guide contains a structured process to help advisers “master” professional referral relationships, according to a Guardian statement.
Suncorp Life head of dealerships Simon Harris said finding new clients is “key” to growing and sustaining a 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.
“Our model builds referral relationships based on due diligence, persistence and accountability to drive successful partnerships that bring long-term benefit to the referring practice.”
Mr Harris also said most clients trust word of mouth when making a decision, so it is essential to have a referral network with a range of relevant service providers.
“Advisers may have 50 people in their referral network, but they don’t know how to leverage that network for long-term benefit,” he said.
