Referrals from professional connections are a much-coveted business opportunity and working with accountants and lawyers is said to be akin to the 'Holy Grail' among advisers. Jenna Brown talks to those in the know about the art of connecting, humility in collaboration and making it work for the client
Building strong client relationships is a key part of any adviser business but forging professional connections with like-minded lawyers, accountants and other IFAs is also essential. Good working relationships with legal and accounting professionals can be a rich source of client referrals often at crucial times for the client in life events such as divorce, where the help of a trusted financial adviser is essential and a lawyer or accountant does not quite fit the bill. Andrew Pennie, managing director of specialist retirement planning advice business Intelligent Pensions, says: "Wo...
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