PLANADVISER - March/April 2020 - 30
outreach
Let Me Introduce Myself
Advisers talk about how they seek client referrals
F
or Joe DeNoyior, client referrals have played a crucial
part in his three-decade career as a retirement plan
adviser. " It's super-important for my business's
growth and, frankly, for getting the right kind of business, "
says DeNoyior, president of Washington Financial Group,
a unit of Hub International, in McLean, Virginia. " A 'warm'
introduction from an existing client usually leads to good
new clients. "
The Art of Connecting
Here, we share how several experts succeed at connecting
with new business.
1) Proactively look for
client
connections. Early in
his career, Mark Ray did research to identify companies
in industries that might do business with one of his plan
sponsor clients. He then approached that person about a
possible referral. Ray, a retirement plan consultant at Praxis
Consulting in Sacramento, California, also would make note
of potential new clients within close geographic proximity
of a current sponsor client and ask that sponsor about them.
" More recently, I identify companies I would like an introduction
to and then directly ask all of my sponsor clients
what they might know about that company, " he says.
Client referrals have played a significant role in
Compass Financial Partners' growth, says Kathleen Kelly,
managing partner at the firm in Greensboro, North Carolina.
One means by which she and her team connect with
a particular plan or person is to check LinkedIn. Here, they
30 | planadviser.com March-April 2020
Art by Doris Liou
http://www.planadviser.com
PLANADVISER - March/April 2020
Table of Contents for the Digital Edition of PLANADVISER - March/April 2020
Pooled Strength
Invested in Technology
Keeping Up With The Workplace
The Risks of DC Investing
Let Me Introduce Myself
Small-Plan Governance
Hazard Prevention
New Obligation to the SEC
On Small Plans and Large
PLANADVISER - March/April 2020 - Cover1
PLANADVISER - March/April 2020 - Cover2
PLANADVISER - March/April 2020 - 1
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PLANADVISER - March/April 2020 - 3
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PLANADVISER - March/April 2020 - 11
PLANADVISER - March/April 2020 - 12
PLANADVISER - March/April 2020 - 13
PLANADVISER - March/April 2020 - Pooled Strength
PLANADVISER - March/April 2020 - 15
PLANADVISER - March/April 2020 - 16
PLANADVISER - March/April 2020 - 17
PLANADVISER - March/April 2020 - 18
PLANADVISER - March/April 2020 - 19
PLANADVISER - March/April 2020 - Invested in Technology
PLANADVISER - March/April 2020 - 21
PLANADVISER - March/April 2020 - 22
PLANADVISER - March/April 2020 - 23
PLANADVISER - March/April 2020 - Keeping Up With The Workplace
PLANADVISER - March/April 2020 - 25
PLANADVISER - March/April 2020 - 26
PLANADVISER - March/April 2020 - 27
PLANADVISER - March/April 2020 - The Risks of DC Investing
PLANADVISER - March/April 2020 - 29
PLANADVISER - March/April 2020 - Let Me Introduce Myself
PLANADVISER - March/April 2020 - 31
PLANADVISER - March/April 2020 - 32
PLANADVISER - March/April 2020 - 33
PLANADVISER - March/April 2020 - Small-Plan Governance
PLANADVISER - March/April 2020 - 35
PLANADVISER - March/April 2020 - Hazard Prevention
PLANADVISER - March/April 2020 - 37
PLANADVISER - March/April 2020 - New Obligation to the SEC
PLANADVISER - March/April 2020 - On Small Plans and Large
PLANADVISER - March/April 2020 - 40
PLANADVISER - March/April 2020 - Cover3
PLANADVISER - March/April 2020 - Cover4
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