So often, much of our success as individuals relies on assistance from experts. These experts don’t just simply appear of course – often, they’re referred to us from friends, family or colleagues. They’re a known quantity, they’ve done the job before, and they can best be described as ‘trusted advisors’. Often, our relationship with trusted advisors is frank from the get-go, rapport is easily established and it’s onto the job: whether that task is buying a house, finding a pet, finding a partner (!) or booking that great holiday.
This month’s Aviser blog is focused on the import of trusted advisors – our select network of talented individuals enables our community of clients to achieve more in less time with less effort. What’s not to love? We are only too pleased to introduce you to Lauren Staley, Director of the award-winning Infolio Property Advisors, and Bridget Evans from Small b Accounts, who muse on the importance of trusted business networks and referral clients.
Lauren Staley, Infolio Property Advisors
Aviser: Why do you think referrals from friends and trusted professionals are so important? What sets referrals apart from adverts on television, radio or online?
Lauren: Referral is the best type of business – if I send someone to Aviser they already trust them and vice versa – building depth in the relationship is easier, the barriers to decision-making are broken already. I know that if Aviser send Infolio a referral they have already informed them to some level as to what I do and what they can expect from me, as they trust Martin and Tonina from Aviser and they value their opinion. Referrals cost nothing to a company, so if you can build a business that way it saves working with cold leads from advertising programs.
A: What is your business, what is your business speciality, and what are the two offerings you are most often referred to as expert by fellow trusted advisors?
L: My business is a property advisory firm specializing in buyer’s advocacy and property management. I typically work with two types of clients – investors and owner occupiers. I specialize in providing property investment advice using a capital growth model. As for homebuyers, I focus on acquiring assets in the inner south east and Bayside – and whilst we service all of Melbourne – Bayside is my core area.
A: Why is having Aviser Finance on hand as a trusted advisor to service your own clients so critical?
L: Once a client signs up to Infolio they have totally invested in our property belief system. Part of my service is to put my clients in contact with other industry related professionals that will be of benefit. I do not believe in taking referral fees, so I can honestly say that when I refer someone to Aviser it’s 100% because I believe they are the best fit for the job. We have strong synergies, and they are super detailed and great communicators – I know that Aviser will be seen as an extension of my own service and I can completely trust that my clients will be totally satisfied.
A: Can you share one brief success story of a referral from Infolio Property to Aviser Finance, and vice-versa?
L: Only last week I sent a referral to Martin, we had a really short timeline to work with and essentially within 24 hours Martin had clearly outlined to the client his lending capabilities. My client was time poor and Martin adapted to this working via phone conference and email rather than pushing his own agenda for a face to face. Martin and I spoke about the client and his lending ability, and got onto the same page in relation to his investment strategy. We were able to execute our dialogue in a coherent, easily understood fashion.
A: What are the qualities of trusted advisors that you hold dear within your own business networks?
L: Trust. Not expecting anything in return – just wanting to give good service knowing it will come back to you. Strong communication. Working with people that share the same values as you.
Bridget Evans, Small b Accounts
Aviser: Why do you think referrals from friends and trusted professionals are so important? What sets referrals apart from adverts on television, radio or online?
Bridget: Trusted referrals are best as they are from people you know who have the same ideals as you, they treat clients in the same manner and with the same care and diligence. They are set apart from TV ads, radio and online ads for these reasons.
A: What is your business, what is your business speciality, and what are the two offerings you are most often referred to as expert by fellow trusted advisors?
B: My business focuses on helping small business owners grow their business. The way we do this is by taking over part or all of their book keeping function so that they can work on their business and thus grow it. Small business owners either like or seriously dislike the book keeping function. If they really dislike it, I suggest that they spend time doing what they enjoy and let Small b Accounts do what we are good at – book keeping.
A: Why is having Aviser Finance on hand as a trusted advisor to service your own clients so critical?
B: The Aviser team are so professional – they offer qualified referrals. I know that if I receive a referral from Aviser, it is a good referral.
A: What are the qualities of trusted advisors that you hold dear within your own business networks?
B: It’s important that can call trusted advisors for advice or chat about the client in common without hesitation. It strengthens the relationship between myself and Aviser or the trusted professional and makes referrals in the future even easier.