Most financial advisors receive occasional referrals from other professionals. The dilemma: how can you set up a system that provides a continuous flow of these high quality referrals?

Building a Center of Influence Engine – “The Relationship System” provides a complete marketing and Center of Influence (COI) contact system. Covered are COI qualifications, contact programs, value agreements and a discussion of agent/COI expectations. This workbook clearly spells out all the steps an advisor should follow to develop and maintain a profitable COI referral program. It also provides key details for establishing and maintaining profitable relationships with important professionals and Centers of Influence.

Some important issues discussed:

• The key prerequisite to establishing an effective reciprocal relationship: is there good chemistry between the COI and you?
• Can you describe your natural market to your potential COI?
• Can the prospective COI describe his or her natural market? And is there a good fit between the two of you?
• Are you well enough organized so that you can provide continuing value to your potential COI if you were to meet every two or three months? (Technical information and referrals for example)
• Does the COI give referrals? Will he or she consider giving referrals to you if you provide value to the relationship?
• Will the potential COI agree to provide at least one referral in the next 12 months – assuming you provide value to him or her?
• Do you have a record keeping system for recording and measuring your COI referral activity?

View our other Books and Workbooks

• Book - There's More to Selling Than Making the Sale
• Workbook #2 - Building a Center of Influence Engine
• Return to Books & Workbooks Overview

Check out this related Package Solution

3

Marketing and Prospecting Package Solution

Consider multiple-purchase pricing

Publications Savings Package