More Referrals From People You Like

One of the key ideas that will drive referral and revenue success for you in 2013 is:

- holding a centre of influence engagement session

In other words break bread with all of your referral sources.

Regardless of how successful the referral relationship has been over the history of the relationship you need to invite them.

Who do you invite:

- anyone who has the possibility of being able to refer to you clients who fit you ideal client profile in 2013

The format:

- this is a social engagement : think of it like the TV show "The Bachelor" or "The Bachelorette"

- here they all are in one place, all the referral sources you and your business have ever previous dealt with

- even better there are some new names and faces : people drawn from your client base : ie ask your clients who their accountant / solicitor is and invite them

Are you selling anything? No.

This is an event for like minded financial services professionals to get together over a drink and a few canapés for the reason of engagement, connection, collaboration, networking.

The pitch: "With the issues facing us this year FOFA, APES......we all face a busy year ahead....Stepping out from our own businesses to listen to how others are approaching their year in a social and relaxed setting provides a great opportunity to find that new idea or reinforce your thinking......"

Now, you might think "oh they won't go for that". But here's this thing. Wouldn't you like to work with referral sources who would unreservedly respond "Yes, I'll be there" to an opportunity to share a drink amongst peers?

So invite anyone who can refer in the perfect clients for you.

On the night you will not pitch who your ideal clients are, what you do, or anything about your business.

On the night you are the host so play the perfect host:

- introduce people (no name tags please)
- do your research and introduce people to others who may actually add value to their business eg the auditor to the SMSF accountant
- work the room
- but generally just ensure people are connecting

- you can formalise this by offering a set piece ie: OK people the next 15 minutes : talk to someone you don't know and find out about them : women leave men for dead here....women are more genuinely curious in situations like these.
- consider a speaker : travel, positive psychology, small business success story, sporting identity ......this may also be a draw card for your event.

The aim:


- watch people in the room
- who are the genuinely nice people?
- who is having a good time?
- who interacts well and seems to thrive in the situation?
- who did you get on well with?
- who would you have no hesitation in inviting them back?

And answering those questions will mean you have just found the referrals sources that you should be working with this year.....and most likely the ones that you will have most success at adding value to as well.