Paul Birch - BFT Group


I met with a local solicitor for the first time and I took her through the Astute Client Engagement platform to show her our methodology when meeting a new client. She confirmed she would be referring every client to me. 

I have been using the Astute Wheel for a while now with both new and existing clients with great results. The purpose of this letter though, is to share with you a recent success for our business concerning a new centre of influence. 

Developing new centres of influence to help grow our business has been one of our primary goals this year. In the past, this has been a slow process, especially when it comes to developing and gaining their trust in our firm. Then once you have developed that relationship, cultivating referrals is often difficult; most professionals are busy working on their own business and are time poor. 

Last week I met with a local solicitor for the first time and I took her through the Astute Client Engagement platform to show her our methodology when meeting a new client. Adopting this approach made it easy for me to articulate the value of our advice and help her understand how a meeting with a financial planner could help her clients. The ability to quickly and easily walk her through complicated strategies in a way that was easy for her to understand made it simple for me to present how our firm helps people. 

The solicitor was able to obtain a good understanding of our process and she expressed how confident she felt knowing that her clients would receive such comprehensive yet easy to understand advice. I then showed her the link she can use to email to her clients to provided the initial referral and she agreed that this would save her time but also offer my services to her clients in a non-threatening way. More importantly, she is comforted knowing that her clients will be looked after and doesn’t feel like she has to sell anything. 

I met with her again this week to put in place a process for her to ensure that every client who meets with her also ends up receiving an Astute Wealth link to our business. During the first five minutes of our initial meeting she expressed a concern that she might not be able to refer many clients to me; after the end of the second meeting, she confirmed she would be referring every client to me. 

Thanks and keep up the good work! 

(Paul Birch, BFT Group, Erina, NSW)