Financial advisors can look to centers of influence like estate attorneys to find new clients, but there are additional, practical reasons for advisors to develop relationships with other professionals that have benefits to their clients. "I positioned myself as the client's financial director," Botsford said. In addition to accounting and legal issues, Korn said advisors need to consider estate planning and property and casualty insurance. For example, clients might not have umbrella policies, or in their umbrella policies, their cars aren't listed, so financial advisors might need to call property and casualty advisors. After meetings, he sends a follow-up letter or memo to the accountant and the financial advisor before sending the summary to the client.