 |
Getting More Referrals from Today's Estate Planners and Attorney
** (Sent to Subscribers Only) **
Message Certified 100 percent Norton-Anti Virus Auto-Protected.
__________________________________________________________
More Referrals by Daryl Logullo ---- Issue #46
:60 seconds of business building advice
Better Referrals || More Clients || Higher Income
--- Trusted by over 100,000 Financial Professionals ---
__________________________________________________________
Getting Referrals from Today's Estate Planners and Attorneys
by Daryl Logullo, Strategic Impact
Sept. 8, 2003
You're not as busy as you think.
-- Jeff Goodfield, CFP isn't.
-- Either is Sue Heishman, CLU, ChFC.
-- Or Bob Armstrong, JD.
Jeff and Sue both get 20 referrals each month
from attorneys. And Bob is the President of
the American Academy of Estate Planning
Attorneys.
Together--- today--- in Sept 2003, they produce
or influence--- (are you ready)---
over $150,000 in new sales specifically
from attorney-referred business, each
month.
I said *each* month.
Fact is, they're never *too busy* to suggest,
create, push-for, or attend a meeting with
every estate planner or attorney they can get
their proverbial-little-fingers-on --- whether or
not that attorney is currently ready to refer
them a new piece of business or not.
Why?
Because of all referral sources -- CPAs,
trust officers, bankers, insurance agents,
realtors, even CFPs -- most attorneys enjoy
networking and talking about what they do.
And they demand similar conversation from you.
+/- The problem is they don't always tell you.
And herein lies the lesson:
Communication -- even overly communicating --
is one of the keys to building a successful, flowing
referral *bridge* with estate planners and attorneys
in your area. That's because---
Most lawyers want to see a visible outward commitment
from you. After all, they're lawyers. And what they've
experienced in the past has been advisors and
agents with poor, slack, lazy attitudes.
Like being *too busy* to meet.
KnowwhatImean?
Sure. You could think of this as initial grunt work,
degrading, beneath you, or a waste of time.
Or you can grasp every chance to meet a lawyer
as a way to start building immediate trust and
confidence with them.
<><><><><><><><><><><><><><><><><><><><><><><><><><>
___________________________________________________
Just Released. New 60+ Page E-Book
13 Private Interviews w/ Estate Attorneys
~~ Over 17,471 words ~~
"How to Capture More Affluent Referrals from
Today's Estate Planners & Attorneys"
by Daryl Logullo
Preview Here
http://www.strategic-impact.com/EPex
____________________________________________________
<><><><><><><><><><><><><><><><><><><><><><><><><><>
Here are four (4) ice breakers to load into your
attorney-conversation arsenal, (and what each answer reveals):
1. What percentage of your practice is estate
planning vs. other areas of law? (Specialization)
2. How do you keep up with changes in estate tax law?
(Continuing Professional Education, and how much.)
3. What percentage of your practice is wills vs. living trusts?
(Planning philosophy -- will or trust based?)
4. What documents are in your estate plans?
(Shows depth and detail)
Of course, there are other questions to ask. But start here.
-- And don't kid yourself: you're never *too busy*
to talk about new business.
Remember: it's up to you to help the attorney determine
the type of person you are, the quality of your work,
and even the skills you bring to the table.
-- Keep looking Up, Daryl L.
http://www.strategic-impact.com/EP
____________________________________________________
<><><><><><><><><><><><><><><><><><><><><><><><><><>
Copyright 2003 Strategic Impact.
All Rights Reserved. Reproduction prohibited
without permission. However, if you found this e-letter
helpful, we encourage you to forward it to a colleague.
Helping You Attract More Clients.(sm)
Vero Beach || Boca Raton, FL
Toll-Free (866) 826-2175
Note:
For the record, More Referrals is sent only to colleagues
and friends who have invited us to stay in touch. We
never sell, trade, or give away your e-mail address --
ever. Also, we have a zero tolerance spam policy. You
signed up to receive this e-letter at our main website.
If you don't want to receive business building ideas
from us, reply with unsubscribe. Privacy and integrity
are the foundations of our business. Practice
permission-based marketing, not wasteful interruption
advertising.
________________________________________________________________
Nationally recognized marketing and referral advice for advisors
as featured in: The New York Times, Ticker Magazine, Registered
Rep, Horsesmouth.com, On Wall Street Magazine and others.
Build your business faster and easier. Read:
http://www.strategic-impact.com
________________________________________________________________
<><><><><><><><><><><><><><><><><><><><><><><><><><>
___________________________________________________
Just Released. New 60+ Page E-Book
13 Private Interviews w/ Estate Attorneys
~~ Over 17,471 words ~~
"How to Capture More Affluent Referrals from
Today's Estate Planners & Attorneys"
by Daryl Logullo
Preview Here
http://www.strategic-impact.com/EPex
____________________________________________________
<><><><><><><><><><><><><><><><><><><><><><><><><><>
|
 |
