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Today's Referral Tip:
"Getting Referrals By Being Known"

by Daryl Logullo

 

Make sure whenever ANYONE mentions they gave your name or card to someone, you enlist their help in the follow-up process. Common cutesies and courtesies aside, handing out your name to people can do you more harm than good. So no cold handoffs, okay. Leave those for January NFL football games… not the ‘game’ of referrals, got it?

Here’s how to handle this next time.

You first need to understand that there are certain trigger events that may cause a person to think of you. The key to this is making sure you focus on the process that would cause the CPA to think of you and, as you put it, “hand out your” information. The name of the game is not the person “talking you up.” It’s about them having a raging desire to tell the client they need to do everything possible to meet with you.

More next time.

Good luck with your referrals.

 


 
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