1. We help accounting firms grow. Referral Source Development

3. 1.WHAT we want to accomplish 2.WHY is this important 3.HOW we will achieve this outcome

4. Objectives Understand the benefits of a strong referral practiceUnderstand what a great referral source looks like Discover how to develop more referrals from your clients and non-clients Develop and practice specific scripts to ask for a referral

5. Remember a Time When…

6. Why Referrals? Table Group Discussion

7. Why don’t we get more referrals? Non Clients Clients

8. What does a good referral source look like?

9. The Power of Seven Aces An Ace Brings You one client a Year that fits in your sweet spot!

10. List the Top 7 Referral Sources

11. Referral ClientsNon Clients Generating Referrals

12. Client Referrals Brainstorm Client Referral Sources

13. Referral Source Assessment

14. Discussion Topics: Circle the one that interests you the most.

16. Behavior Continuum To Plot yourself on the continuum

17. Client Green Lights 1.List examples of green lights. 2.Which steps of the Five Star process are you likely to hear green lights?

18. Client Relationship Continuum What does Like and Trust look like as you progress on the continuum? What can you do to intentionally move toward high trust on the continuum? How do you know when you have moved on the Relationship Continuum?

19. Using DISC to Ask Dominant Business first, then be direct Influencer Social first, then ask for help and be direct Conscientious Business first, then take an indirect approach Steady Social first, then ask for help and take an indirect approach

20. Determining which Clients to Ask

21. Write Your Scripts

22. Referral s ClientsNon Clients Generating Referrals

23. Finding Non Client Referrals Top ClientBankerAttorney Advisors

24. Coopetition Larger firms Smaller firms Digital Network Professional Network

26. Four Meeting Process to Develop Non Client Referral Sources ProfessionallyPersonally Invest in the Relationship Ask

27. Professionally Meeting One How can you vet your referral source professionally? What are ways to follow-up after this meeting?

28. Personally Meeting Two How can you vet your referral source personally? What are ways to follow-up after this meeting?

29. Invest in the Relationship Meeting Three What are ways to begin Investing in a referral relationship? What are ways to follow-up after this meeting?

30. Ask! Meeting Four Write a script for a non client referral. Write a script asking for a referral to one of you target prospects.

32. Determining ROI

33. Determining RIO Your firm’s investment- Marketing hours X billing rate = Investment 100hrs X $150 = $15,000

34. Determining your RIO Look at your best referral sources, are you getting the return you expect?

36. The Rainmaker Academy says… Thank You!