1. The Rainmaker Academy Presents

2. Referral Source Development

3. 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

4. Objectives Describe 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

5. The Pipeline Concept

6. How Do We Generate Leads? Advertising Newsletters Networking Seminars Referrals

7. Target Markets Clients Third-Party Referrals Target Prospects General Business Community Individuals

8. 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."

9. Why Referrals? Prospect is Pre-Sold Prospect is Pre-Qualified Less Competition Less Fee Pressure No Written Proposals High Closing Ratio Perpetuates the Firm

10. Better Than Expansions Opens New Doors Broadens Client Base New Referral Base Reduces Risk of Client Loss

11. Why Clients Don’t Refer… Focused on Their Business Don’t Think About It You Don’t Ask Not Aware of Range of Services Don’t Think You Want More Business Think You’re Overworked Not Pleased With You

12. How We Stimulate Referrals? Ask Enhance Their Revenue Regular Contact

13. Breakout Session Firm’s Marketing Budget Allocation to Referrals Personal Marketing Time Money Allocation to Referrals

14. 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

15. Who Is The Best Source For Referrals Delighted Clients Attorneys Bankers Client Former Employees Other CPAs Others

16. Prepare Your List Largest Potential Seven Names Good Yield Cross This One Off

17. Target Profile Magic Word We are expanding our business and I need your help. Who do you know who....?

18. Target Profile Visual Aid Positions Your Target Lead Focuses Your Referrer’s Thinking Is a Sales Call Leaves a Lasting Impression

19. How Do We Go About Asking For A Referral? Direct Approach Do you know this person? Client’s Customers and Suppliers Indirect Approach Client's Lawyers and Bankers Annual Letter Seminar Response Card Newsletters

20. Direct Approach

22. Workshop Use Your Own Words

23. Target Client List Client’s Vendor Client’s Customers Client’s Competitors Client’s Friends Client’s Other Professional Associates

24. Indirect Approach

25. How We Stimulate Referrals? Client Panel Glenda Binkley Jack Jacques Michael Burcham

27. Client’s Attorneys/Bankers

28. The Annual Letter

29. Seminar Response Card

30. Is There A Time and Place?

31. Time Client is in Euphoria Business is Good Cash Flow is Good Good Times Client is Delighted

32. Place Most Prepared Their Office Lunch Golf Course Our Office Phone

33. Enhance Revenue Do Business With Clients Encourage Staff to Trade With Clients Encourage Clients To Trade With Clients Introduce Two Prospects Send Potential Prospects

34. Attorney Panel Joe Gibbs Andrea Bachra John Titus

36. Contact Mail Meetings Telephone

37. Clients Attorneys Bankers Other CPAs Insurance Agents, Sureties & Stockbrokers Real Estate Agents Hosting A Private Business Reception

39. Once You Have A Name…What Next ? Keep Information Ask Questions Ask for Personal Introduction Thank Your Ace Keep Ace Informed Reward Your Ace

40. Referral Process Name – Address - Phone Number Why Would They Be A Good Client? Who Do They Use Now? May I Use Your Name?

41. Fourteen Referral Sources What can I do to stimulate them? Clients Attorneys Bankers Other CPAs

42. Assignment Next 120 Days Make 14 Personal Calls On Your Referral Contacts Take Staff Members On Several Live Referral Calls

43. The Rainmaker Academy says… Thank You!