Brett Van Bortel of Invesco Consulting - The Five Criteria for Building Successful Client Relationships

Nov 28, 2023

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Building strategic partnerships with attorneys and accountants can be a game-changer for financial advisors with the power to redefine the trajectory of an advisor's career. By unlocking the code of how to build a strategic partnership with these professionals, financial advisors can have a consistent flow of high-net-worth referrals.

In this episode, Rusty and Robyn talk with Brett Van Bortel, Director of Consulting Services at Invesco Consulting. Brett has been with Invesco since 2010 and specializes in helping financial professionals be more profitable, effective, and productive. He has developed and delivered numerous consulting programs designed to increase the profitability, effectiveness, and productivity of financial professionals. As a speaker and consultant, Brett focuses on helping financial professionals build strategic partnerships with attorneys and CPAs to create a pipeline of high-net-worth referrals.

Brett joins Rusty and Robyn to discuss how financial advisors can build strategic partnerships that grow their businesses. He dives into the importance of creating pipelines of high-net-worth referrals from attorneys and accountants and how to build successful client relationships. Brett also shares the challenges and solutions in building these partnerships and the five criteria for evaluating potential strategic partnerships.

Key Takeaways

[03:25] - Brett's career background.
[04:10] - What separates Invesco apart from other firms?
[04:52] - Why “The Referral Code” resonates with financial advisors.
[06:05] - The question financial advisors need to ask when starting a business.
[06:52] - How financial professionals create successful strategic partnerships.
[13:48] - The challenges and solutions in building strategic partnerships.
[16:28] - The five criteria for evaluating potential strategic partnerships.
[20:30] - The meaning of 'next' in Brett's “The Referral Code” presentation.
[22:08] - An overview of Invesco's Practice Innovation Index.
[24:09] - What Invesco's Total CX is all about.
[25:05] - How AI impacts the financial markets.
[26:38] - The people Brett is thankful for professionally.
[28:05] - Brett's recommendations for content.

Quotes

[07:54] - "One good COI (center of influence) doesn't make your year. It makes your career." - Brett Van Bortel

[11:02] - "You don't have to network with a huge number of people to be successful." ~ Brett Van Bortel

[26:14] - "The ability of the advisor to demonstrate that level of care really can't be matched by AI as we know it today." - Brett Van Bortel

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