Centers of Influence (COI) networks are a powerful growth engine for financial advisory firms. By forming strategic partnerships with CPAs, attorneys, and other professionals, advisors can unlock new client opportunities, enhance credibility, and create a steady stream of referrals. In this episode of The Connected Advisor, Seth Merrill, Partner at The Norden Group, shares how his firm has leveraged COI networks to drive organic growth and scale effectively.

How COI Networks Fuel Growth in Financial Advisory Firms

A well-developed COI network is more than just a referral pipeline—it is, in fact, a collaborative ecosystem that benefits all parties involved. When financial advisors, accountants, and legal professionals work together, they create comprehensive solutions that strengthen client relationships and boost business expansion.

Moreover, there are several key benefits of COI networks:

Consistent Referrals – Trusted professionals recommend advisors to their clients, ensuring a steady influx of new business.
Enhanced Credibility – Being associated with respected CPAs, attorneys, and industry specialists increases an advisor’s authority.
Stronger Client Relationships – Clients appreciate a holistic approach to financial planning that includes tax and legal considerations.
Strategic Knowledge Sharing – Collaborative efforts, such as study groups, allow advisors to stay ahead of industry trends and regulatory changes.

Best Practices for Building a Strong COI Network

To fully leverage COI networks, advisors must focus on building relationships based on trust, reciprocity, and shared values. Here are some essential steps to consider:

Identify the Right Partners – First and foremost, look for professionals with similar client bases and a commitment to delivering exceptional service.

Nurture Relationships Regularly – In addition to attending networking events, engage in study groups and value-driven collaborations.

Offer Mutual Value – Rather than just expecting referrals, provide insights, exclusive financial education, or introductions that benefit COIs and their clients.

Communicate Consistently – To maintain strong connections, keep an open line of communication and ensure seamless client service.

Scaling Your Firm Through Strategic Partnerships

For advisors aiming to scale their firms, investing in COI networks is a game-changing strategy. Not only do these relationships generate referrals, but they also enhance reputation, create long-term business opportunities, and strengthen client loyalty.

These insights are inspired by the latest episode of The Connected Advisor podcast featuring Seth Merrill, Partner at The Norden Group. Dive deeper into how COI relationships drive organic growth for advisors. Listen to the full episode here and explore more articles in this series.