As an industry we have, in good faith, referred our clients out for tax preparation and legal work. We have ushered client after client out of our door and into CPA’s and attorneys’ offices. We have become their main source of referrals and income.
In fact, many CPA’s and attorneys would find their income cut in half if it wasn’t for referrals provided to them by financial advisors.
Yet, how often do we see referrals back to us? Rarely.
Up to this point, all we have done is whined about the unfairness of it all. Enough is enough. Clients regularly ask their CPA’s for the name of a good financial advisor and so do attorneys’ clients. Do they recommend us? Again, rarely.
We all know it’s hard to get CPA’s and attorneys to refer. This system breaks their resistance down, month-by month. We give you short, interesting and value added networking letters monthly. You can then print this on your own letterhead and deliver it to the select group of attorneys and CPA’s you wish to network with. This system is so easy and cheap that it will give you by far the highest ROI of any of your marketing programs by the end of the year.
Download the step-by-step manual:
Generate CPA & Attorney Referrals Manual (PDF)
Attorneys work with them AND start building professional relationships.
How to get them is SIMPLE;
Every time you get a new client involve their attorney by keeping him/her in the loop. Call and ask to meet them and introduce yourself. They rarely say no.
Send them new 3rd party facts about mutual business.
Occasionally with an email update them privately about what you are working on and ask a question or two. They do need their EGO’s stroked.
How to loose them;
Do a lousy job just once.
How to loose them forever;
Do work with one of their competitors that they dont respect
How to get cut at your knees;
Boasting about other professionals you work with!
How do I know;
My mother worked at a major law firm most all all of her life
and I learned to listen well quickly.
I still managed to lick my wounds a few times early on. You can never give up on them or you will be considered a looser and word does get around in the legal community
Right on target Jim! Fantastic feedback! Thanks for sharing!
I imagine this can work for insurance…health…life…annuities????
Ken- absolutely! This system is not specific to any product, it’s about creating a relationship with CPA’s and Attorneys in your area so they see you as the expert in your field .
Nice idea
Please keep me on your list for upcoming events
Thanks Gary- will do!
Thanks Mike…will incorporate for year end…
You’re welcome Carl!
Other than the agent keeping
up with touches himself- do
you know of an automated
system to do the heavy
lifting?
The only ones I know of are hard copy newsletters… most of which don’t work because they spend almost all their time talking about money and investments… and that ends up working against you for a number of reasons.
There are services that will deliver emails for you but you need to come up with the content.
I’m investigating filling the very service you are asking about because I know that’s what advisors want. I’m trying to figure out how much it would cost to put something like that together… keep checking my blog, that’s where I’d announce it if I put something together.
Sorry I couldn’t be more help!