Do you think you have a good group of professionals as Centers of Influence (COI)?
I am guessing you likely have an accountant, a lawyer, maybe even a real estate agent, all pretty routine, but are they the right people and are they all you need?
There is only one way to determine whether you have the “right” professionals in your network.
Ask yourself: WERE MY clients “thrilled” when I’ve introduced them to one of the professionals in MY network?
If not, you may not have the best possible group and you may actually be wasting your time with the ones you have.
One advisor tells the story of a client he referred to a landscaper (not a traditional COI for sure). The client came back to him and said “Wow! I’m so glad you introduced me to Neil. What an amazing professional and person. Thanks, I would never have met him, if it hadn’t been for you.” Now that’s the right COIs.
If you’ve recommended someone and your clients doesn’t get back to you at all or just responds with a lukewarm “thanks”, you’d better re-consider those in your network.
Think about it, wouldn’t you want your clients to tell the person who referred you that you are great?
“The advisor you referred me to is amazing. He’s unlike any other advisor I’ve met and I’m so glad you introduced me to him.”
Not only is that the response you want but it’s also the one that will get you more referrals from the professionals in your network.
Questions to ask yourself:
- Name three people you know who make you feel the magic of finding a great resource, regardless of the field.
- Who’s the most incredible accountant you know? Or lawyer?
- Who’s the most incredible landscaper? Real estate agent? Tailor? Mechanic? Entrepreneur? Hairdresser? No matter.
- Are any of them clients? Or in your network of COI? If not, why not?
- How do you engage them in your efforts to develop new business? And how can you help them develop their business?
- How can you deliver at that level so that you make it on other people’s lists of incredible people they know?
Be the incredible service provider you look for in others and only work with others who offer their service at the highest level.
Learn how to Retain Female Clients through this online course and earn CE credits. Or visit us at here and learn everything there is to know about what women want and how to serve them well.
How Packing a Healthy Lunch Will Increase Work Motivation
Why a VoC Program Is Vital to Your B2B Business
5 Key Financial Items to Check Before Year End
10 Ways Companies Drive Away Customers by Creating Friction
Why You Must Have Repeatable Processes in Your Practice
5 Ways You Can Use Content To Introduce Your Brand
How to Explain Patient Advocate vs. Geriatric Care Manager
As a Salesman I Taught Myself to Market … and You Should Too!
How Proactive Listeners Sell More and Win Big
Are Hedge Funds to Blame for the Public Pension Fund Crisis in the US?
Forward-Looking Investing20 hours ago
2019 Outlook: Don’t Fight the People’s Bank of China!
Financial Podcasts20 hours ago
How to Qualify Prospects and Increase Your Success Rate
Behavioral Intelligence20 hours ago
Why Index Funds Can and Likely Will Underperform
Advisor3 days ago
21 Tips on How to Evaluate an Investment Adviser
Marketing3 days ago
Do You Have Entrepreneurial Persistence?
Advisor4 days ago
The 9 Best Year-End Money Moves
Insights4 days ago
Will Cryptocurrencies Offer Safe Haven If Global Economy Slows?
Equities4 days ago
Don’t Overlook These 5 Small Cap REITs