Guardian Advice Launches 'Centres of Influence' Strategy Guide for Dynamic Referral Networks

SYDNEY - March 25, 2014 - PRLog -- Guardian Advice has launched a ‘Centres of Influence’ (COI) Strategy Guide to help advisers build a robust referral network to increase sales and build the asset value of their business.

“Finding new clients is key to sustaining and growing a thriving 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,” said Suncorp Life Head of Dealerships Simon Harris.

“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”.

A February poll of Guardian advisers on their key business challenges showed that acquiring new clients through referral was an ongoing barrier to building new business.

“Most customers trust word of mouth when making a buying decision, so it’s essential to have a referral partnership with a range of relevant service providers to offer warm or hot introductions to potential clients who need your services.”

“Advisers might have 50 people in their referral network, but they don’t know how to leverage that network for long term benefit, which can limit the power of word of mouth.”

Guardian adviser Phil George of OnePlan Life in Warners Bay, Lake Macquarie was one of the first to pilot the COI strategy guide with early wins in generating a growing stream of pre-qualified ideal client leads.

“Guardian’s program has been a key catalyst for our success. Their COI strategy guide and coaching from our state manager have provided a turnkey solution for targeting new centres of influence, and added purpose and direction to our existing  ones”, Mr George said.

Guardian’s COI Guide contains a structured process to help advisers master professional referral relationships, covering how to:

·         Understand the motivators of referral parties

·         Review current arrangements

·         Identify the right partners

·         Identify the right client

·         Build a pitch and approach strategy, and

·         Design a process to facilitate referrals and monitor activity.

-ENDS-

MEDIA CONTACT: Helen Han, Suncorp Life Corporate Affairs: 0457 535 639/helen.han@suncorp.com.au