There’s a moment in the early months and years of an advisor’s career, when they start urgently searching for an introduction. The first stage of this career, for many, comes with their own personal networks and the centres of influence they already know. Friends, family, and a widening web of connections often make for an advisor’s first set of clients. After a point, though, that network starts to run out and a young advisor realizes that they need a source of referrals that can take their practice in the right direction. They need a strategy and a structure for network building.

“People who have been able to do this for a number of years have figured out that HNW referrals are a little bit different,” Wes Ashton, Senior Portfolio Manager, says. “But it starts with trust. That’s the biggest thing. Building that trust from day one is essential.”

Read more: Why advisor network building starts with quality service | Wealth Professional