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Meanwhile, many clients of wealth-management professionals have seen their portfolios decline dramatically in the past two years and are choosing to manage their own investments. Brokers with referral partners in the wealth-management business have the opportunity to connect disenchanted consumers with professionals who might be able to provide better service.
Fostering such relationships can further strengthen a broker's professional network and reputation. It also can lead to opportunities to give mortgage presentations to financial planners' clients. Even if they don't want a new loan or don't qualify immediately, many of these clients will seek you eventually -- assuming you impress them during your presentation and stay in touch.
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During difficult economic times, it's easy to believe there is little you can do to help make things better. Remember, however, that things are bad for professionals across the financial-services sector and that helping others can yield increased success for all parties involved.
The actions you take now can have an even greater impact than they would in good times. Rather than lament, try developing new strategies to tap the turmoil in the mortgage, accounting and wealth-management industries.
Bob Moran, director of research and platform development at Franklin Webster Co. in New Jersey, is writing two soon-to-be published books. The One-Minute Capitalist (working title) is a parable about the convergence of the mortgage, accounting and wealth-management industries.
How to Use Mortgage Planning to Get Out of Debt and Build Family Wealth (working title) makes the case for consumers working with advisers to eliminate debt and accumulate wealth. Reach Moran at (732) 718-1502.
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