Few wealth management teams have all the expertise necessary to meet the needs of their affluent clients. Therefore, they’ve developed strong working relationships with outside experts: estate attorneys, divorce attorneys, CPAs, bankers, insurance specialists to serve as virtual members of their team.
As the primary financial advisor, you’ve vetted these professionals, personally introduced them to your client and always follow up to ensure the related services are delivered.
Growth Disruptor. Identify needs that require outside expertise. Do you have healthy, working relationships with the appropriate professionals? If not, get busy. If you do, you’re in good shape, but make certain that every affluent client’s outside service needs are addressed. This is all about being indispensable.