Rob Knapp, founder of the Supernova Consulting Group, has helped hundreds of successful financial advisors take their game to an even higher level. While reading through some of Rob’s work, I was inspired to address a game plan for getting more and better referrals from Centers of Influence (COIs).
You do have a COI game plan - don’t you? If you don’t, then your results will probably be random and less than inspiring, at best.
Here are seven effective activities that can help maximize your referrals from COIs:
- List all the types of folks who have the potential to be COIs for you. Don’t hold back. Make a big list: CPAs, attorneys (estate planning, divorce, personal injury, M&A) real estate (residential and commercial), clergy, high-level government office-holders, leaders of Chambers of Commerce, CEOs of large companies, etc.
- Use referrals from your clients and other COIs to meet these folks.
- See how you can serve them - through their business or their community service work.
- Be confident and clear on how you provide value to your clients. Be able to tell them what makes you distinctive.
- Keep creating and nurturing these relationships. Every week, have a meal or meeting with a potential or existing COI. Work a few weeks in advance. You can invite them to your client appreciation events. You can even have a COI appreciation event!
- Once you have a good stable list of COIs, keep bringing them value, build business friendships, and serve the heck out of people they send your way.”
- Remain disciplined in how you stay in touch with “your personal sales force.”
Full-time commitment to developing COIs will lead to full-time results!