Three Factors to Fuel Your Business through Referrals
Original Broadcast Date: Tuesday, March 20, 2012
Any advisor's practice, whether just starting out or established, needs an effective referral strategy to grow. Although advisors want a plan of action, many have not mastered how to market themselves effectively. Nearly half say they have asked only "a small percentage" of clients for a referral,1 while remarkably, 70% of new clients come from referrals.2
This Web seminar will explore referral considerations for all advisors—those who are starting a business, planning for a transition or are well established. Our panel will outline the three important factors to start or grow your business:
- Opportunity: Whether you are starting an RIA, considering a transition or are in a mature stage of your advisory practice, a referral strategy represents a continuous opportunity. Each referral strategy is unique and must be aligned with the firm's objective. We will provide key answers to questions such as: Why is it important to rethink the referral strategy now? What are the unique opportunities?
- Approach: The current landscape is an opportune time to align your business strategy with the events of the market, capture opportunity and keep ahead of demands. We will provide key answers to questions such as: What are some key considerations in forming a strategy? What are the different models to consider?
- Strategy: Once you have a plan, you need to execute and measure success. A referral strategy can accelerate business growth. We will provide key answers to questions such as: How to engage current customers to bring in referrals? How do I know what works?
Pershing Advisor Solutions, a BNY Mellon company
Tom Valverde is a Regional Director for Pershing Advisor Solutions, a BNY Mellon company. Mr. Valverde is responsible for managing new business development and relationship management teams in our Midwest and Southeast regions, and assisting to deliver custody, trade execution, technology and consulting solutions to registered investment advisors. Prior to joining Pershing in November of 2008, Mr. Valverde spent 15 years at Fidelity Investments, where he was a senior leader in their retail, correspondent brokerage and advisory business.
Partner and Director
Philip most recently served as president of Wilmington Trust FSB Georgia, where he led business development and client account management for the company’s wealth advisory business in Atlanta and the Southeast region. Prior to that role, Philip headed the Bessemer Trust office in Atlanta. Earlier in his career, he held senior private banking positions with JP Morgan in New York, covering domestic and international private clients. He began his career with Wachovia Securities. Philip also holds leadership positions in Atlanta’s civic community. He served as chair of the Atlanta Symphony Orchestra’s Annual Fund for three years and is currently chair of the Board Governance Committee. He previously served on the Woodruff Arts Center Long Range Committee and on the advisory board of the Cox Family Enterprise Center. Philip holds a bachelor’s degree from North Carolina State University.
Charles P. Huebner
Pointe Capital Management LLC
Charles Huebner is a founder and Managing Member of Pointe Capital Management, an independently owned SEC Registered Investment Advisor (RIA) in Grosse Pointe Farms, Michigan. Mr. Huebner uses his broad and deep exposure to the securities industry of some thirty-eight years to bring a high level of investment sophistication and fiduciary responsibility to a select group of substantial investors. Prior to founding Pointe Capital Management in 2010, Mr. Huebner was a Senior Officer at Goldman Sachs and UBS servicing a variety of Institutional Clients including public and private pension funds, money managers, bank trust departments, hedge funds, corporations, foundations, endowment funds, insurance companies and ultra wealthy individual investors.
John Sullivan is the Editor in Chief of Investment Advisor magazine and the editor of the Retirement Channel for AdvisorOne. Sullivan is the former editor of Boomer Market Advisor and Bank Advisor magazines, and has a background in the insurance and investment industries in addition to his journalism roots.
1 Referrals, SEI Advisor Network.
2 2010 Moss Adams/InvestmentNews Financial Performance Study of Advisory Firms.