THE SOLUTION TO
"If I think of someone, I'll let you know"
BY SELECT ADVISORS INSTITUTE
Our team of Social Research Analysts and Coaches utilizes our proprietary methodology to sift through 1000’S of public records, softwares and subscription-based databases to uncover the most relevant information about your business connections' social network. We have multiple eyes verifying the information we gather, and put the network puzzle together for you. Upon our discovery of important points of connection for you associated with each business contact, we will coach you with the Guiding Questions to bring up to your business contact regarding their network.
You have the choice of selecting an individual or subscription-based package of contact names for us to research and coach you on. You can include in your package client, prospect, and/or intermediary names. We will seek to find important points of connection affiliated with each of the names you send us. We will also electronically sign a confidentiality agreement.
You will receive a call from one of our Social Researchers to share the contact names and some background information on them (because there are a lot of Robert Smith’s out there!). On this call, you can also let us what information you don’t care about (ie. I don’t need to know about his colleagues, etc.), and a bit more about yourself and your firm's target client type.
Within 1-2 weeks, we will have prepared a comprehensive and detailed social research analysis on the names you have provided us using our proprietary methodology. You will then schedule a one hour coaching session with us to hear this analysis and our Guiding Questions which will be most helpful in your conversations with your business connections.
Go in to your next meeting or conversation with your business connection armed with the data and Guiding Questions we have coached you on, and help guide him or her towards who in their network can be a good potential client for you. Move the conversation from "if you can think of someone who is a good fit..." to "here's who you know, I am looking to meet him, can you make an introduction?"
Open-ended questions and old fashioned methodology:
If you know anyone who would like the same services you are receiving, feel free to give them my card!
We have seen a lot of investors worries about the markets; can you think of anyone who would like a second opinion?
Or: Thanks for sending us a referral, we look forward to meeting him! (And then it ends up being a prospect below your firm's minimum)
Referralytics™️ Guiding Questions
I noticed on the YMCA Board that you're on there is a guy who went to Duke like me, John Smith! Can I reach out to him and mention I know you?
I was just looking at your Linkedin account and noticed we had someone in common, David Smith. How do you know Republic Realty, as we work with a lot of real estate investors!
You definitely can, but in an industry that is getting more and more competitive, you will notice your referrals continuously slow down as your competitors become more and more active in reaching out to the people you want to meet. These competitors no longer include just financial advisors, but banks, investment bankers, accounting firms, and roboadvisory firms, to name a few. Until recently, most advisors gathered information about their clients' network through conversations at meetings, a round of golf, or professional discussions over lunch. While these methods work and can yield important insights, they will not be sufficient given so much competition to win the business of investors and high net worth families. More than ever, investors are more discerning and less accessible than most and it will often take something more to win their business and referrals.
A business connection can be a client, an intermediary, or anyone else you can speak with to get referrals from. How can you select which business connections to send us? Feel free to send us all the names at once, or start with those you have upcoming meetings with, are closest to you, or you believe have a much larger network than others. It really doesn't matter to us, because we believe behind each person you send us is a great roladex of information, ready for you to discover.
Every business connection will have interesting information pertaining to them that can help you uncover new referrals. In general, we will look for important points of connection that fall within one of these categories, to name a few:
⦿ Sources of wealth
⦿ Family members, including great grandparents and extended family
⦿ Business associates, current and former colleagues
⦿ Neighbors and community friends
⦿ Current and former colleagues
⦿ Philanthropic involvements and board associates
⦿ Passions and hobbies
⦿ Political affiliation
Information is worthless without a strategy on how to use it. We will coach you on how to bring up the information you learned, which Guiding Questions are most relevant to ask, and who would be most likely to meet you given you and your firm's background.
The Law of 250 states that every person knows at least 250 other people. For example, if you were to make a list of people to invite to your wedding, you would likely be able to come up with about 250 people. It is virtually impossible that one of your contacts would not have a prospective client that they can introduce you to.
You can certainly find this data on your own, but there are two issues:
1. The process is very time consuming, and can take the average person around 3-4 hours per contact. At Select Advisors, we have multiple analysts looking at the same name to find data that can be shared and contrasted. What is your hourly rate worth? Furthermore, we utilize thousands of subscription-based tools, paid databases, and multiple online portals that will require a major investment on behalf of your firm to access.
2. Not only do we send you information, but in there you will find our suggestions and recommendations on the best ways of creating opportunities given this research.
Every call will be customized around the details on the contacts you provide us. For example, if one of your contacts is on the board of a non-profit, and one of the board members went to the same college as you, you can ask if it's ok you reach out to him, use her name, and mention your alma mater. If one of your contacts has a colleague who has done a lot of research on patents, you can ask your contact if they can make an introduction, given your involvement with a lot of entrepreneurs.
We understand that in some rare circumstances, there may be no information around a specific name you provide us. If we don’t find any information on your contacts, we will send you a refund. This is very rare!