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FA Center: This money manager does financial advice work by the books

Ask any financial adviser where they get their best referrals and they will typically say, “clients,” followed quickly by “centers of influence, such as CPAs and estate planning attorneys.” Usually, they are quick to add that it is hard to establish trust-based relationships with CPAs and attorneys because every other financial adviser in the community is courting them and trying to generate referrals, plus legal and accounting professionals tend to be a very busy and skeptical group as a whole.

Another wrinkle in this scenario is that CPAs and attorneys just don’t have a great number of clients to refer – and, for financial advisers hoping to provide their services to a right-fit clientele, waiting for those life inflection points where the individual or couple realizes they need a professional financial plan or ongoing investment management services can require a good deal of patience.

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