[EndlessReferrals] Referral Tip: Use the Labor Day holiday for referrals

Referral Mastery Tip Series - September, 2004 In this issue: 1. Use the holiday weekend to generate referrals 2. How to deal with the attorney or accountant who doesn't send referrals back 3. How to finish the year strong 4. Your input requested. Use the Holiday Weekend to Generate Referrals The upcoming holiday weekend presents a terrific opportunity to learn more about your clients' networks. During this weekend, your clients will be very active socially and interacting with several parts of their networks. They will be attending high school or professional sporting events, hosting picnics, getting together with friends to watch their college teams kickoff the season, playing golf, attending arts fairs with friends, etc. This presents an easy and fun opportunity for you to learn about their networks. When you speak to clients this week, ask them "What fun things will you do this weekend?" Then follow-up with conversationally relevant WHO questions. You can make it even simpler by asking, "Who will you get to see over the holidays?" Take notes and use this to target introductions in upcoming meetings. Reminder: Rosh Hashanah will be here in a couple of weeks. After the Labor Day holiday, begin to ask your Jewish clients about their plans for the Jewish New Year holiday. "Who will you get to see over the holiday?" How to Deal with the Attorney or Accountant Who Doesn't Send Referrals Back In my workshops around the country, I am frequently asked, "What do I do with the estate attorney to whom I have referred several clients but who hasn't referred any back?" You have to find out if the attorney is willing to commit to a business alliance. Try this. Type the list of names of people you have referred to the attorney on a blank piece of paper. Meet with the attorney and ask how he/she thinks the alliance is working. Ask them for suggestions. Tell them you want to make it a win/win/win relationship - a win for the clients, a win for the attorney, and a win for you. Bring out the list and ask the attorney if he/she recognizes the names. He or she will. Then ask them to turn over the page. When the attorney sees nothing, you say, "Those are the names of the people you have sent me. In order for a business alliance to be sustainable, it must be a win/win/win arrangement. So far it has not been that way. What can we do to make sure that it is so the alliance can sustain itself?" Explore joint activities and see what commitments he/she is prepared to make. If he or she is unwilling to make a commitment, find another qualified attorney or accountant. Finish the Year Strong by Upgrading your Time Management and Referral Systems The period between Labor Day and New Year's Eve can be exceptionally strong for new client acquisition, if you have the right systems in place. It is a great time to focus on you personal and professional development because you are past the peak period for vacations, graduations, and weddings. You can make a dramatic advance in your performance and your business systems in the next 3 months. "I am blown away by the progress I made in just 3 months." Kellie R. Wachovia Securities I was impressed with how quickly your system paid off. It paid for itself within two weeks." Wally Stagg, "In the first month of implementing your referral system, we have over $5 million of new assets from referrals on the books or in process." Dennis P. Merrill Lynch New Years Day will be here in four months. Will you celebrate since your business is more vibrant and more profitable because of stronger systems or will you be struggling with the same challenges? Our time management, referral, and marketing systems are making a huge impact with advisors across the industry. And they are guaranteed to pay off quickly. Find out if they are a fit for you. Call Mike Brizz at 800-865-2867 or go to ReferralMastery.com and click on main pages/coaching programs. Your input please. What topics or questions do you want to see addressed in future issues? What suggestions do you have for making this Referral Mastery Tip Series more useful? Have a great Labor Day holiday. To our Jewish friends and clients, have a happy and healthy new year. Michael Brizz, CMC The Center for Professional Achievement, Inc. Creators of the Referral Mastery System 18912 Chillicothe Road Chagrin Falls, OH 44023 800-865-2867 www.referralmastery.com Copyright: The Center for Professional Achievement, Inc. All rights reserved. Feel free to forward this email as long as you keep all the contact information intact.

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