The Art of Influence: How to Build Reliable COI Networks

The Rainmaker Multiplier On-Demand Podcast

The Art of Influence: How to Build Reliable COI Networks

In This Episode

The most successful businesses have close relationships with centers of influence (COI) —  well-connected people or groups that can boost your reputation by recommending you to others.

Join host, Matt Seitz, Chief Marketing Officer at C2P, and guests, Dave Buckwald, CEO and founder of OneTeam Financial, and Gary Pelfrey, Director of Business Development at JL Smith Holistic Wealth Management, as they discuss the pivotal role COIs play in financial advisory growth.

Throughout their conversation, they share their successful strategies and experiences, emphasizing the impact of nurturing relationships with key professionals such as CPAs and tax attorneys.

Key Topics Discussed:

  • The essence of the COI process: highlighting its significance in securing high-value clients and streamlining sales cycles.
  • Effective strategies for identifying and engaging COIs: the guests share insights on conducting impactful interviews and the importance of mutual benefit in these partnerships.
  • Practical tips for ongoing communication: the importance of leveraging timely, relevant content to maintain and deepen COI relationships.
  • Differentiating between advocates and true COIs: underscoring the sustainable growth potential COIs offer.
  • Actionable advice for advisors new to COI engagement: with a focus on long-term relationship building and strategic targeting to align with specific market needs.

Tune in for valuable insights on leveraging COI relationships to enhance your client acquisition and retention for sustainable growth.

The Art of Influence: How to Build Reliable COI Networks

About the guest host:

Matt SeitzPartner and the Chief Marketing Officer at C2P, is a seasoned marketing and sales professional with over 15 years of experience across finance, accounting, and professional services industries. He’s known for his expertise in strategic planning, digital marketing, lead generation, and content marketing. Matt’s approach centers on relationship marketing, prioritizing customer satisfaction through data-driven marketing plans with demonstrable ROI. His contributions to the industry have earned him numerous accolades, including recognition as one of Cleveland’s Notable Marketing Executives in 2021 by Crain’s. Additionally, Matt has been named a finalist for CMO of the Year in 2023 by WealthManagement.com for their Industry Awards and recognized as a finalist in ThinkAdvisor’s LUMINARIES for exceptional executive leadership in the RIA/IAR Firms category.

In his role at C2P, Matt has played a pivotal role in optimizing marketing-sales funnels, driving digital growth, strengthening brand identities, and implementing effective content marketing strategies to propel leads through sales pipelines. He’s also an accomplished author and speaker, sharing insights on diverse marketing and business development topics. As a member of the American Marketing Association, Matt continues to be at the forefront of innovative marketing practices and strategies within the financial industry.

About our guests:

Dave Buckwald has dedicated his over 30-year-career to helping individuals, families, and business owners secure their financial futures, enabling them to focus on their passions. His work encompasses life insurance, estate planning, and wealth transfer strategies, driven by a mission to safeguard his clients’ hard-earned wealth. Dave’s commitment to financial preparedness is deeply personal, rooted in the loss of his father at a young age without any life insurance or legal plans in place, and the profound impact of losing 51 friends and clients during the September 11 attacks. These experiences have fueled his resolve to ensure that every family and business he serves is fully protected and financially organized.

Under Dave’s leadership, OneTeam Financial has grown into a comprehensive service provider, offering coordinated, holistic financial planning. Recognized for his expertise and dedication, Dave is a sought-after speaker at industry events and contributes to leading financial publications. Beyond his professional accomplishments, Dave is deeply involved in community service, serving on the board of the Hackensack Meridian Philanthropic Foundation, and actively supporting the Two Hundred Club of Union County, New Jersey. His certifications include CFP®, CLU®, ChFC®, CLTC®, and NSSA®, and he is a charter member of Ed Slott’s Master Elite IRA Group® and a member of NAIFA and Finseca.

Gary Pelfrey is the Director of Business Development and the Medicare specialist at JL Smith Tax & Wealth Planning. With an impressive track record spanning over two decades in the financial services arena, Gary brings a wealth of expertise to the table. Armed with a coveted Life and Health Insurance license, Gary’s proficiency extends to the intricate realm of Medicare, complemented by his standing as a certified public notary.

In his pivotal role, Gary often assumes the role of the initial point of contact for prospective clients, setting the stage for their financial journeys. His genuine passion lies in engaging with individuals, delving deep into their unique financial concerns and priorities, and ultimately guiding them toward a future marked by financial serenity.