The Rainmaker Academy

Presents

ReferralSource

Development

Start / Stop / Continue

The Rainmaker Academy

will equip you with a number of tools.

One way to organize the tools in a constructive manner, is to place a Start/Stop/Continue matrix inside the front cover of

your course book

ObjectivesDescribe the Power of Referral Selling

Allocate Time and Money Appropriately to Referral Selling

Develop Techniques for Generating Referred Leads

Target Specific Individuals for Referral Development

The Pipeline Concept

How Do We Generate Leads?

Advertising

Newsletters

Networking

Seminars

Referrals

Target Markets

ClientsThird-Party Referrals

Target ProspectsGeneral Business Community

Individuals

Tell About A Time…

…You received a phone call from someone you did not know and they said to you, Your client, _______, said that you did this and I would like to talk with you about doing it for me."

Why Referrals?

Prospect is Pre-SoldProspect is Pre-QualifiedLess CompetitionLess Fee PressureNo Written ProposalsHigh Closing RatioPerpetuates the Firm

Better Than Expansions

Opens New Doors

Broadens Client Base

New Referral Base

Reduces Risk of Client Loss

Why Clients Don’t Refer…

Focused on Their BusinessDon’t Think About It

You Don’t AskNot Aware of Range of Services

Don’t Think You Want More BusinessThink You’re Overworked

Not Pleased With You

How We Stimulate Referrals?

Ask

Enhance Their Revenue

Regular Contact

Breakout Session

Firm’s Marketing BudgetAllocation to Referrals

Personal MarketingTime

Money

Allocation to Referrals

Seven Aces

Value of one $15,000 Client x Ten Years = $150,000

If An Ace Brings You One a Year = $1.5 Million total over 10 years

Who Is The Best Source For Referrals

Delighted ClientsAttorneysBankersClient Former EmployeesOther CPAsOthers

Prepare Your List

Largest Potential

Seven Names Good Yield

Cross This One Off

Target Profile

Magic Word

We are expanding our business

and I need your help.

Who do you know who....?

Target ProfileVisual Aid

Positions Your Target Lead

Focuses Your Referrer’s Thinking

Is a Sales Call

Leaves a Lasting Impression

How Do We Go About Asking For A Referral?

Direct ApproachDo you know this person?Client’s Customers and Suppliers Indirect ApproachClient's Lawyers and BankersAnnual LetterSeminar Response CardNewsletters

Direct Approach

WorkshopUse Your Own Words

Target Client List

Client’s VendorClient’s CustomersClient’s CompetitorsClient’s FriendsClient’s Other Professional Associates

Indirect Approach

How We Stimulate Referrals?

Client Panel

Glenda Binkley

Jack Jacques

Michael Burcham

Client’s Attorneys/Bankers

The Annual Letter

Seminar Response Card

Is There A Time and Place?

TimeClient is in Euphoria

Business is Good

Cash Flow is Good

Good Times

Client is Delighted

Place

Most PreparedTheir OfficeLunchGolf CourseOur OfficePhone

Enhance Revenue

Do Business With Clients

Encourage Staff to Trade With Clients

Encourage Clients To Trade With Clients

Introduce Two Prospects

Send Potential Prospects

Attorney Panel

Joe Gibbs

Andrea Bachra

John Titus

Contact

Mail

Meetings

Telephone

Clients

Attorneys

Bankers

Other CPAs

Insurance Agents, Sureties & Stockbrokers

Real Estate Agents

Hosting A Private Business Reception

Once You Have A Name…What Next?Keep Information

Ask Questions

Ask for Personal Introduction

Thank Your AceKeep Ace InformedReward Your Ace

Referral Process

Name – Address - Phone NumberWhy Would They Be A Good Client?Who Do They Use Now?May I Use Your Name?

Fourteen Referral Sources

What can I do to stimulate them?

ClientsAttorneysBankers

Other CPAs

Assignment Next 120 Days

Make 14 Personal CallsOn Your Referral Contacts

Take Staff MembersOn Several Live Referral Calls

The Rainmaker Academy

says…

Thank You!