The unique approach we have in separating our business development and wealth advisory roles offers additional unique opportunities as well. As you build relationships with your prospective clients and hand-off the relationship to a senior wealth advisor, it may seem your role is complete. However, the opportunity to serve the client has just begun.

While it’s true the SWA will manage the day-to-day financial life of the client, your role is not forgotten. The relationship you built in the beginning becomes very important as you continue to establish yourself as a trusted COI. As we learned above about becoming a COI, being a resource is now who you are for this client. Therefore, capture and record details about the client so you’re able to reach out when you learn something that will benefit them and their families.

It’s also important to coordinate follow-up meetings with the SWA because you’ll want to set the expectation that they’re looking for introduction opportunities from these relationships. While an SWA doesn’t have direct business development responsibilities, they’ll need to be coached on how they can help you meet others within their clients’ networks. 

While there is no particular schedule for follow-up contact, consider these milestone opportunities: