If you’ve referred business to an accountant or attorney, perhaps they don’t refer back, and it’s frustrating. Why do you refer them in the first place? Because it’s in the best interest of your client. You’ll only refer clients to highly competent other professionals; otherwise, you are doing your own client a disservice.
Now, if those professionals don’t refer back, what should you do? Look at the relationship. Is it time to build it or shore it up in some fashion? Another approach is to ask who they do refer their clients to for financial advice. Maybe they don’t refer at all. Some people aren’t comfortable with making referrals.
If you have a center of influence (COI) like this who doesn’t refer, it’s a constraint. So how can you crack it? One choice might be to find another who does make referrals. However, we can’t overlook the starting point: We made the referral because they do great work.
Let’s play with the language: What is a referral? A referral often means you know someone who can solve a problem and you know in detail their level of expertise. Chances are your COI has clients would fit in your business, so flip the script and figure out how you can make it easy for them to introduce you to their clients. How can you make it easy to swim in their pond or to create opportunities to swim in that pond?
No one is a successful professional without running in the right circles. Figure out how to get into that circle. Figure out their A activities. Create the space to insert yourself into that world. Take effort? Absolutely. Discern first and ensure it’s worthy of your effort. Nothing of value is easy. All value is earned.
We can help you with this. DM me.
