Anyone who has tried to craft an elevator pitch knows that a point of difference can serve as a solid foundation to one’s networking efforts.
But did you know that the very same point of difference can also help you to expand your centres of influence?
Here’s how, taken from an article at Investment Executive (in which I was quoted):
Traditionally, a centre of influence is one of a group of professionals whose work complements your business — such as an accountant or a lawyer. But, Bekhor says, you can also build a network of referral relationships that includes other financial advisors, also known as advisor-to-advisor COIs…
Define your ideal client. If you specialize in a certain type of client, you won’t be in direct competition with other advisors who do not serve that market…
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