Yesterday I discussed the value of "networking like an attorney", and provided a example of how an advisor could form a Strategic Alliance with an attorney. In my specific example, I used an attorney who specializes in commercial real estate transactions.
In the first place, how do you find attorneys and their specialized practices? The absolutely best resource to find any attorney is the Martindale directory. With the Lawyer Locator, you can find attorneys by their firm, area of practice, name, geography, etc. Moreover, the background information that Martindale provides on each attorney is extraordinarily detailed.
But, let's get back to the concept of forming Strategic Alliances. Strategic Alliances allow advisors to think bigger and more, well, strategically. These alliances can be created to support any niche group or target market that you wish. Typically, to the extent that advisors do form Strategic Alliances, CPAs and attorneys have been the principal partners. However, networks can also be formed from any one of the following:
1. Experts from the industry, lifestyle, or special interest group that you are targeting.
2. Suppliers to the industry, lifestyle, or special interest group.
3. Editors and Publishers of trade magazines, journals and newsletters that support your target market group.
4. Associations that support your target market.
Strategic Alliances allow the advisor to move beyond the image of "peddler" or "product-pusher". Strategic Alliances position the advisor as a valuable resource who clients turn to with questions, challenges, or the need to get a second opinion. If an advisor aspires to be a resource on issues that transcend financial matters, it is important to weave a network of individuals who can support your clients on a variety of topics, in a variety of ways.
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