Using Social Security Knowledge to Expand Your Professional Referral Network
Be a Valued Source of Social Security Information
To grow your practice, it’s important to build a strong network of professional contacts (often called “centers of influence”) who can refer A-list clients to you. These contacts include Certified Public Accountants (CPAs) and attorneys.
The key to success is realizing that fruitful relationships are two-way streets. You’re looking for someone’s help in building your business; he or she expects the same from you. That means demonstrating your professional expertise and how that expertise can add value to someone's practice.
It’s an ongoing process that takes time and effort, but the results can be well worth it.
Social Security is an important topic that clients of CPAs, attorneys, and other financial professionals are likely to ask about. Position yourself as an expert resource who is proactively reaching out to help them serve their clients. Using Pacific Life’s Social Security resources, you can:
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Provide important Social Security Information.
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Help CPAs earn continuing education (CE) credits as they learn more about the topic.
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Offer to jointly host educational seminars for their clients.
Action Item 1: Send Articles and Research
Pacific Life offers materials that explain advanced Social Security topics and strategies. Download them and send them to potential and current centers of influence in an email.
Ex: Email + Resource
Dear Charlie CPA,
If your clients are like mine, they have many questions about their Social Security benefits. I value you as a colleague, and I want to share some articles on advanced Social Security topics that may help as you answer client questions. As always, if I can be of any assistance to you or your clients, don’t hesitate to ask.
Sincerely,
Frank Financial Professional
Many professionals may be looking for relevant information to use with clients during conversations about Social Security benefits. You can provide Pacific Life’s Social Security materials that are approved for use with clients. Include a personal note saying that you’d be happy to send additional copies, and that you’re available to answer questions.
Action Item 3: Host a Continuing Education (CE) Event
Invite your network and their professional colleagues to earn one hour of CE credit (CFP, PACE, CPE) while they learn more about Social Security benefits. Our presentations for professionals focus on helping clients in a wide variety of circumstances to optimize their Social Security benefits. Your Pacific Life consultative wholesaler will be happy to help you secure a presenter and manage the CE process.
Call us at (800) 722-2333.
Action Item 4: Jointly Host Client Events
Help bring added value to clients by offering to host a joint educational program on Social Security benefits. Again, your Pacific Life wholesaler can help with the arrangements. (Don’t miss the opportunity to invite your own clients as well.)
If you are working with a broker/dealer, remember that you must always follow your firm’s policies, procedures, and guidelines.
