Rethinking prospects

By Sheryl Brown

Ash Brokerage Corporation


I believe one of my talents is connecting one person to someone else who needs their talent. I love seeing a new relationship forge. I find most advisors do, as well. The best thing about being a connector? These connections refer back to me, too.

Think about these questions: How many tax professionals do you know? How many attorneys? How about health administrators or trust specialists? These are great referral sources that many advisors are not leveraging for their practice.

Rethinking prospects means to think about all those experts you refer business to and rewire your brain to become partners with them. These referral sources are influencers on your business. They can help introduce you to people you do not know and/or people you want to meet.

This rewiring means you need to track how much business you get from these individuals, as well as makie sure you are taking care of your connection to them in order to stay top of mind. Your circles of influence are some of your best customers and should be treated this way, too.

However, if you’re referring to someone and they never refer back, ask them why. You need to partner with someone who equally respects your business. Otherwise, you may be doing a disservice to the clients you are referring to this individual in the first place.

It’s OK to be the Yelp of financial professionals — just make sure you’re also on the "Share This" plan.

See also:

Networking with strangers: the great American business myth

Do you make these 6 networking mistakes?

Rules and regulations for successful networking