Effectively Approach and Build COI Relationships
[Section 4 and 5 of COI Referral Training]
This course is designed to help financial advisors prepare themselves to establish partnerships with CPAs and attorneys (COIs). In this short course, you will learn how to approach and further develop relationships with COIs. Hear from the perspective of CPAs, attorneys and financial advisors and then start building your own network of COIs.
(Note: This short course is comprised of Sections 4 & 5 of the COI Referral Training)
"Got my first referral from an estate attorney! The course trainings showed me how to deepen an existing relationship with an estate attorney. We always talked about referring clients, but I wasn’t conveying the value I could bring to the table. The course helped me do just that and the result was the first in what should be a long line of quality introductions.” - Michael Guthrie, Northwestern Mutual - Boston, MA
"The quality of information and content is excellent! This course is important for students to begin understanding the business of financial planning. Despite anything they learn in the classroom, it is only through a disciplined business approach that they can grow their networks.” - Martin Seay, PhD, 2020 FPA President & Department Head of Personal Financial Planning at Kansas State University
ON COMPLETION OF THIS COURSE YOU WILL:
- Get a practical, holistic understanding of COI-financial advisor partnerships and its value
- Learn how to effectively approach COIs, build partnerships, and get referrals
- Learn an simple process to implement in your business right away
Financial advice professionals will gain the knowledge needed to develop referral-based relationships and increase their referrals from COIs. Financial advisors will build confidence and understanding in a key area of practice management.
WHO IS THIS COURSE FOR?
This course offers an in-depth exploration of COI partnerships that is valuable to all financial planners, insurance agents, wealth management consultants and even financial planning students. The course has enrollments mainly from:
- Financial Planning students and new advisors just getting started in the business
- Advisors with 3-10 years of experience looking to grow their business with COIs
- Seasoned advisors with over 20 yrs experience looking for a refresher (or purchase for their junior partners)
Get started now!
WHAT ARE OTHERS SAYING ABOUT THE COURSE?
“My main takeaways were the Value Proposition and (understanding) the COIs perspective. Good course.”
Amy Berk, MBA, CRPC®, CLTC® - Ameriprise, Denver, CO
"Initially, the CLJ process helped me build my Sales Central database. I started using it again and I've already been able to restore three COI relationships with a fee for service advisor who instantly referred 3 clients to me"
Stephan Taylor - New York Life, Pasadena, CA
"The course reinvigorated our approach to establishing relationships with COI's. We always understood the importance of these referral resources but the course gave a fresh perspective on how to expand on these affiliations. I highly recommend this course for anyone that is dedicated to building their wealth management practice."
Schuyler Sampson, Vice President, CFP® - UBS Financial Services, New York, NY
"The training was phenomenal! It helped me to realize what I wasn’t doing to capture this market."
Tamara Haskins, CPA, MS - New York Life, Bethesda, MD
Marc-Alexandre Barbe, Planisource Inc, Montreal, QC
"It was great to hear the different perspectives of ways to improve the COI relationship. I don't get to have too many candid conversations with CPA's and Attorney's so this training provided excellent insight as to what they are thinking. It also gave me more strategic ways to grow these relationships."
Henry Frazier III - New York Life, San Jose, CA
“I feel very confident establishing partnerships with COIs after the training. The course was informative, understandable, thoughtful.”
Marc Perrier, EPC, CPCA, CEA, CHS, RRC - IG Wealth Management, Ottawa, ON
"Just want to thank CLJ University for the awesome course! It helped me set a team-oriented atmosphere between my clients and their tax and legal professionals."
Jonathan Brown - Independent Financial Partners, San Jose, CA
"I enjoyed the step-by-step approach toward the mastery of working with COIs. Chris made it easy to implement his process that led me to reaching more affluent clients who valued and were desperately seeking my talent."
Eric Chappell - New York Life, Montgomery, AL
"The course brought a level of nuance I haven’t seen before on the topic of COIs. It is worth 10 years of instant client service/acquisition experience!"
James N. Whiddon, CFP, MSFS - Professor, Financial Planning, Texas A&M University
After working over 18 years in the financial services industry, I established CLJ Advisory, LLC to empower financial advisors around the world. I have a Business Management degree from Georgetown University's McDonough School of Business. While at Georgetown, I was a four-year member of the Varsity Football team and received the 2000 Phillips Entrepreneurship Prize.
After graduation, I started my career in New York with some of the largest firms on Wall St including Citigroup and BlackRock where I began working with financial advisors. In 2011, I moved to Raleigh to work with Hatteras Funds, a boutique Hedge fund and Private equity firm. Soon after, I worked as a Regional VP with Foresters Financial, where in 2016, I was #1 in sales.
During my career, I worked with and trained financial advisors from various channels including: the Wirehouse, Banks, Insurance, Independent and RIA firms. I noticed most financial advisors struggled to partner with CPAs and attorneys, and only a small percentage did it well. After speaking with several CPAs, I realized there was a disconnect between the understanding of most FAs and how the CPA wants to serve their client (working WITH the financial advisor.)
Additionally, I see many new professionals in the industry struggle when asked the question, "What do you do?" That's why I created Communicate Your Value, to help advisors have successful careees. Communicate Your Value will give you the confidence to have better conversations with and partner with more COIs.