I just met with one last week. Since I prospect primarily business owners, I thought it would be wise to have a referral for someone who would be pondering a sale.

I referred a guy to the business broker who said he had no existing financial adviser relationships to refer clients to with their sudden windfall.   He wants me to present  to the brokers at next months meeting  on how I can help them provide a value added to  their clients. Also will touch on Spardata.   Stok

[quote=stokwiz]

I just met with one last week. Since I prospect primarily business owners, I thought it would be wise to have a referral for someone who would be pondering a sale.

I referred a guy to the business broker who said he had no existing financial adviser relationships to refer clients to with their sudden windfall.   He wants me to present  to the brokers at next months meeting  on how I can help them provide a value added to  their clients. Also will touch on Spardata.   Stok[/quote]   Exactly my thoughts Stok.  But forgive me if I sound like an unkowing idiot, but how do you position Spardata?  Just as a service that they might not know about?  Or is Spardata something that us advisors can get into?    What do you think you, as an advisor, can give them that would add the most value to their clients?

Here’s what you can add:

  You provide FREE business consulting for the exiting business owner and the NEW business owner.   You provide the tools to help that business owner execute proper strategies for their business.   You refer them BACK to the business broker when they're ready to sell and/or buy another business.   You can be the glue that helps that new business owner stick to their broker.

Thanks Stok and Ominous.

I think business brokers could provide a possible networking relationship, BUT I would also use it as a way to just get a quick 15 minute "get to know you because you are a professional in my area" meeting.  I would just want to learn about their business for 15 minutes, then schedule another meeting if possible where I can address how I might be able to help them look good for their clients.  By this, I would at least be in contact and they could get to know my business in a less "in your face" way.  I don't know how this will work, but I figure I can get in front of people.   Another type of professional I'd like to get to know is divorce attorneys.  Any experience here?  I'm figuring I may want to stay away from the female ones, but I don't know.  Again, by learning a little about their business, I can show them how I can help their clients possibly.  And if they can see the service I provide, maybe they will want to learn more for themselves.   Any thoughts?

Snags,

I approached the biz broker the same way I approach CPA's and attorneys-   Hi Biz Broker, Stokwiz from Stokwiz financial here in toilet bowl full of puke town. The reason I called is that I get alot of requests for good biz brokers in town(or cpa's, divorce attny's, tax attny's, estate attny's, etc.), and wanted to find out a little more about your firm so   I can feel confident in sending some business your way. Are you taking on new clients? Why don't I stop by on Tuesday at 1:20 and we could talk for a bit?   It's always a yes because there's something in it for them. Once there after you let them talk about their firm, you segue into what you do for clients and say you may be able to add value to their firm as well, then discuss your perfect client profile.   I send referral sources newsletters quarterly to keep my name out there.   Spardata is a business valuation service that has excellent networking tools on their website. Great way to discuss with a business owner the value of their business for sale purposes as well as buy sell agreements, etc. If you refer business to them, they cut you a referral fee. (I'm independent so no conflicts there). Great way to approach attnys and CPA's to add value to their clients.   http://www.spardata.com/valuation-information/conversation-starter.shtml http://www.spardata.com/valuation-information/how-to-get-referrals-from-attorneys.shtml http://www.spardata.com/valuation-information/how-to-get-referrals-from-cpas.shtml   Stok

Hi,
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