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... I came up with an idea for a referral event last year, have done it once, and have scheduled it again for July. We bill it as the annual Hoxton Financial Client/Guest Golf Tournament.’ We invite our clients to build their own foursome, but we allow only one client per foursome. We're very clear that this is a referral event. "What we found in our first tournament is that for about five hours our client has a great time with their best friends — and you can imagine how at some point the non-client guest will want to know more about what I do for our clients. We wrap the day up with simple awards and a nice cookout. "The event was very reasonable from a cost standpoint and although we didn't convert all of the guests to ... they'll be invited to bring a guest to it. However, because this might be hard to pull off with some of your clients, a better way is to head off the problem before it comes up by using a "call-mail-call" strategy. Just before you mail the invitations, call the clients who you'll be inviting (or have your assistant do it) . Let them know that you're hosting an event that's designed to create a fun environment for your clients to introduce you to people who they think should know about your work. A couple of weeks after sending the invitations, call the clients again to make sure that they've received their invitation and to see who they're thinking of inviting. This will make your intentions quite clear, in a professional and cordial manner. If a client ...

...ton Financial Client/Guest Golf Tournament.’ We invite our clients to build th...event. “What we found in our first tournament is that for about five hours our...

...to it.' Sponsoring a local golf tournament provides another great way to marke...

...ll be participating in (bowling tournament for charity, etc.). Other topics in...