In today’s digital-first world, advisers are obsessed with funnels, ads, and automations — and yet one of the most powerful, time-tested lead generation strategies is often ignored: networking.
When done right, networking can unlock doors to business owners, landlords, company directors, and introducers who can feed your business for years.
It’s not flashy.
It’s not instant.
But it’s real — and it compounds.
In this Wealthy Adviser Club session, Terry breaks down exactly how to network with purpose — both online and offline — to create a never-ending flow of high-quality leads.
Why Networking Still Matters in 2025
Despite what social media tells you, not every lead comes from a click.
Relationships are still the heartbeat of the financial services industry.
And while most advisers are busy chasing algorithms, the ones who focus on people are quietly building empires.
Networking isn’t about handing out business cards or selling at events — it’s about connecting, adding value, and staying top of mind.
When done properly, it’s the most authentic and cost-effective way to grow your business — because relationships don’t expire.
Warm vs Cold Networking
There are two sides to networking:
1. Warm Networking
This is your existing circle — people who already know you:
- Friends
- Family
- Past colleagues
- Existing clients
- Local business connections
These people already trust you — they just need a reminder that you can help them or their network.
The magic of warm networking is in the follow-up and nurture.
You’re not selling — you’re reconnecting.
💬 Example:
“Hey Sarah, how’s everything going at work these days? I’ve been meaning to catch up — I’ve been helping a few local business owners recently with their protection and cash flow, thought of you. Let’s grab a quick coffee soon.”
Simple. Personal. Effective.
2. Cold Networking
Cold networking means stepping into new environments:
- BNI and local business groups
- Industry seminars and conferences
- Property or investor meetups
- Online business communities
It’s about expanding your circle with intention.
You’re not there to sell — you’re there to meet, listen, and add value.
The #1 Networking Mistake Advisers Make
Most advisers treat networking like a numbers game.
They show up, shake 50 hands, hand out 50 business cards, and call it a day.
Then they wonder why nobody calls back.
Here’s the truth:
If you’re giving your card to everyone, you’re memorable to no one.
You don’t need 50 conversations — you need 5 meaningful ones.
Focus on quality over quantity.
Spend time understanding what people do, what their challenges are, and how you might genuinely help them — even if it’s not about selling.
The Follow-Up Formula (Without Sounding Desperate)
Networking without follow-up is like planting seeds and never watering them.
The magic happens after the event.
Within 24–48 hours, send a message:
“Great meeting you at the event yesterday, John — loved hearing about your business. Let’s grab a quick call next week, I’ve got a few ideas that might help you or your clients.”
Then — and this is key — track it.
Keep a simple spreadsheet or CRM list:
✅ Who you met
✅ What you discussed
✅ When you’ll follow up
Small touches compound over time — a quick message, a comment on a LinkedIn post, or an invite to coffee.
Your Network Is Your Net Worth
You’ve heard it before, but in this industry it’s literal.
The more valuable your network, the more valuable your business.
Every introducer, every business owner, every happy client is a potential bridge to dozens of others.
When you nurture relationships, you’re not just adding clients — you’re building distribution channels that last a lifetime.
And it doesn’t take hundreds.
Five strong connections who trust you can feed your pipeline for years.
The “Handles Bank” Story: How One Relationship Created Six Figures
Terry often shares the Handles Bank story — a perfect example of compound networking.
He built one strong relationship with a local accountant who loved his professionalism. That accountant started introducing clients.
Then one of those clients referred their business partner.
Then that business partner introduced another accountant.
Within a year, that single connection had created six figures of revenue.
That’s how networking works — not in days, but in chains.
Be Everywhere — Online and Offline
The advisers who win in 2025 will be the ones who are omnipresent.
Be at the events.
Be in the rooms.
Be visible online.
When people keep seeing your name — in comments, conversations, and communities — you become unforgettable.
Networking today isn’t just shaking hands; it’s also showing up digitally:
- Commenting on LinkedIn posts
- Sharing insights in Facebook groups
- Tagging people and adding value
- Following up with DMs
The combination of offline trust and online consistency creates brand gravity — and that’s what brings leads to you.
A Simple Daily Exercise: 5 Messages a Day
If you want to see results from networking fast, here’s a simple challenge:
👉 Send 5 personalised messages a day.
They could be to:
- Past clients (“Hope you’re doing well, how’s everything going with X?”)
- Old colleagues (“Saw your post — congrats on the promotion!”)
- Local professionals (“Would love to collaborate — let’s catch up.”)
That’s 25 touchpoints a week — 100 a month.
You’ll be amazed how quickly your diary starts to fill.
How to Identify Valuable Contacts
Not all connections are equal.
Look for people who are:
✅ Well-connected (networkers themselves)
✅ Trusted in their community
✅ Aligned with your target audience (accountants, solicitors, estate agents, IFAs)
✅ Relationship-driven, not transactional
Build your “Top 10” list — the people who, if nurtured properly, could transform your business.
Then invest in them — time, messages, referrals, collaboration.
That’s how you build influence.
The Long Game: Compounding Relationships
Networking doesn’t work overnight — and that’s why most people quit.
But that’s also why it works.
Because when everyone else gives up after one coffee meeting, you’re the one who follows up again three months later.
When others forget, you stay consistent.
And that consistency compounds — like compound interest, but in relationships.
Each small touch adds up until one day, someone introduces you to the client or partner that changes everything.
Key Takeaway
Networking is overlooked because it takes effort.
But that’s exactly why it’s an opportunity.
Show up, build relationships, and your biggest deals will come from the people closest to you — not strangers on the internet.
Final Thought: Be Intentional, Be Present, Be Remembered
Networking isn’t about chasing business cards — it’s about becoming someone people think of when opportunity arises.
When you show up consistently — online, offline, and everywhere in between — people start to associate your name with value.
That’s when the calls come in.
That’s when the introductions start.
That’s when your business takes off.
Ready to Grow Through Relationships?
Join the Wealthy Adviser Club for access to:
✅ Weekly live sessions and guest speakers
✅ Proven lead generation strategies that cost £0
✅ Templates and scripts for building lasting referral partnerships
✅ A private community of ambitious, like-minded advisers
Remember: your next six-figure deal might not come from a lead ad — it might come from a handshake.