It is a common dilemma -- your marketing plan says to focus on Building More Professional Referrals. You need to expand your referral base, meet more CPAs, and deepen the relationships you've already developed.
But the task seems a bit overwhelming. After all -- even if you identify new prospective referral sources, contact them, and agree to meet for lunch ... What Next? How do you turn that still-casual acquaintanceship into a long-term, mutually-beneficial relationship?
Well, developing referral relationships is a lot like dating. And statistically only one in eight first dates ever results in a follow-up phone call for a second.
(I know these things because I am now "suddenly single" and understand that these statistics are even MORE dismal for those of us over 40 ... oh who am I kidding? No one quotes the statistics for those of us pushing-over-50 because they would just be too depressing ... but I digress ...)
This strategy works for several reasons:
- You are adding value to the relationship in the form of continuing education;
- The "study group" format is informal and ongoing. You will have plenty of time to chat and get to know the participants better, discuss case studies, etc.; and
- Last, but certainly not least, you have the opportunity to EDUCATE these professionals on the compelling issues of estate planning. You will get to dispel myths, clear up misunderstandings and help advisors better identify estate planning needs among their clients and prospects.
But putting together a multi-part study group takes a lot of time and effort -- trust me on this, I KNOW! You have to develop the course, presentation materials, hand-outs, and support materials. You have to have an agenda ... and a POINT! And you have to package it professionally so it will ENHANCE your image as an expert (not ruin it ... remember what Mark Twain once said about opening your mouth?)
Once you've done all that ... replicate it four more times and then create all of the promotional materials necessary to introduce the program to professional advisors and agency directors. Then, set up a system to track, report, and analyze your results.
Whew! I got tired just remembering it all
Well, not to worry.
We have done the work for you. Why? Because we faced the same dilemma in Kyle's practice years ago when he was named as the go-to-guy for a property & casualty insurance company. We were excited about having more than a dozen successful agents all committed to sending their clients to us for estate planning. Woo Hoo!
But .... months went by and NOTHING HAPPENED. (Alas, not my only experience with dashed hopes ...)
So ... we decided to MAKE SOMETHING HAPPEN. We implemented a study group -- very similar to the one we are now offering you in the Five Days to Profitable Referrals.
And? IT WORKED!
We got to know the agents over coffee and doughnuts (not Krispy Kremes, but something infinitely more wonderful -- LAMAR'S!). We gave them valuable education, we dispelled myths, we cleared up misunderstandings ... and WE GOT REFERRALS.
And we are still getting them.
Since that time, we have helped dozens of our clients successfully implement similar study-group formats to build referral relationships in their own practices.
Now you can benefit from our hard work and experience -- and graphic designers! We have packaged the FIVE DAYS TO PROFITABLE REFERRALS with everything you need to answer the What Next? question (would that someone could do this for my dating life...)
FIVE DAYS TO PROFITABLE REFERRALS is an educational marketing campaign built around an interactive, five-part study course for financial advisors. Suitable for insurance professionals, financial planners, investment advisors or accountants, the program includes:
- Five professionally-designed, fully-scripted Power Point presentations for the lecture-portion of each study session;
- Success Guide, a step-by-step implementation guide that includes advice on how to conduct each session to build rapport, facilitate interaction, and develop key referrals; and
- Promotions Guide, complete with sample letters, invitations and follow-up advice to continue your momentum even after the fifth study session.
Note -- Your CD includes EVERYTHING needed to implement this program -- sample letters, e-mail announcements, and telephone scripts. We even walk you through the process of creating a mini-marketing plan, and give you the worksheets and reporting forms to track your progress. But we don't stop there. We give you the vital aids to keep the momentum going -- even AFTER the workshop series is complete. Also included are Power Point files in two versions -- compatible with PPT 2000 and earlier; and compatible with PPT 2002 & 2003 -- with powerful animations that will enhance your presentation.
Ordering is easy, secure and fast. Simply click on the order link below.