Habit #4: Transform Trusted Advisors Into Referral Engines Through NetWeaving

Last week I shared with you that the best rainmakers know how to NetWeave with their connections to develop a powerful referral engine and that this is especially true when it comes to working with their trusted advisors.  We talked about who exactly is a trusted advisor and I introduced you to my friend Bob Littell and his NetWeaving pay-it-forward business model. And, I gave you an assignment for this week so you could start building the same habit world-class rainmakers use. So, how did you do?

• Did you arrange to meet with a trusted advisor you rely on in your practice?
• If so, did you ask who would be a good referral for that person from among the people you know?
• Did you arrange an introduction if it was possible or practical?
• Were you prepared to say who an ideal client is for you and who among your trusted advisor’s connections would make a good introduction for you?
• Did you set a timeframe for action and follow-through?

If you were able to check every box, that’s great and you are on your way! But, that’s only the beginning. (Just a reminder if you’re stuck on who is a trusted advisor, email me at rhensley@raisingthebar.com and I’ll send you a Trusted Advisors Inventory to help you get started.)

Meeting once in awhile with a trusted advisor is not enough to either build a habit or keep your referral engine purring. You must commit to regular communication—at least monthly to both keep your trusted advisor top of mind for you and the other way around. Over time, you will develop a deeper relationship and a “mutual admiration society” as you get to know each other’s specialties, goals and interests.

If you are not able to meet monthly, commit to stay in touch by phone or email. Leverage time by developing an “A” list of four or five trusted advisors and arrange to meet as a group. The possibilities for opportunity become much greater in this larger group setting. Keep the number small enough so that everyone has a chance in the spotlight during the time allotted. Don’t make it all business, though. Spend time getting to know others—their hobbies, interests, favorite sports and teams. Stay in touch and top of mind in between whenever you come across something of interest to one or more of your group. For example, the recent NFL draft picks might be good or not so good for one of their favorite teams. Why not say, “Hey, saw the Falcons just picked _________. What do you think? Good move?”

If you’re shaking your head and wondering how any of this could deliver practical results for you, here’s a little encouragement. Sometimes netweaving really pays off. I introduced two of my clients and, over the past two years, the CPA has sent the lawyer $500,000 of business. That’s paying it forward on a grand scale!

LinkedIn is also a great way to stay in touch and top of mind. I’m doing a very special seminar on LinkedIn for practicing lawyers and CPAs. LinkedIn Secrets for Lawyers, CPAs and Other Professionals is May 6^th in Atlanta. 

How will you build this new habit?

• What will you commit to do?
• Who will you target to meet with on a regular basis?
• How will you stay top of mind?