You will want to get your entire team involved in extending client conversations and uncovering opportunities. Don’t over think this, your clients will be surprised that you were listening and know that they’re having a life event or are passionate about something.
We were told to network, to go out and rub shoulders with people who had money. This social media thing is the same creature, it’s just that you’re doing it online, but you’ve still got to get face-to-face if you want to get any business from it.
Early adopters have mastered this process. How? By a combination of online finesse that create opportunities for thoughtful offline (telephone) conversations, which lead to getting face-to-face. It requires you to engage your clients and centers-of-influence in open conversations about how they’re using social media.
Getting social with clients is a differentiator that elite advisors exploit. They get it. An advisor who’s a cyclist is likely to have a handful of affluent clients that cycle. An advisor who likes to golf is apt to have affluent clients who golf. And the beat goes on, advisors tend to attract clients who have similar interests.
Elite advisors have developed a core of solid CPA relationships by investing the time, energy, and expense. They have romanced each of these professionals into a healthy personal and business relationship.