Three Things

Welcome to Replacing the Rainmaker’s newsletter, “Three Things.” In this month’s edition:

Building relationships with financial services professionals

Consider partnering with a �nancial services professional or �rm who can assist with a number of client needs, including health bene�ts, executive compensation plans, 401k investments, estate planning, de�ned bene�t plans, retirement projections and so on. Keep these tips in mind to build successful relationships within �nancial services community:• Build trust. Accountants across the �rm need to build a level of trust with the �nancial services

professional. Make sure the �nancial services professional is a frequent face around the �rm. Invite them to business development meetings and have individual accountants schedule lunches or appointments so everyone can get to know each other.

• Host lunch n’ learn sessions. Your staff needs to understand the value offered by the �nancial services professional. Offer lunch n’learn sessions to educate staff on speci�c products such as life insurance or de�ned bene�t plans.

• Visit clients together. Show you are part of the same team by having the �nancial services professional come along on client visits.If a �nancial question comes up that the accountant isn’t quali�ed to answer, you’ll have an expert already there who can pitch in.

• Be tactical. You need to persuade clients of the value of this service. The best way is by offering an idea that will immediately saveor make them money. Demonstrate the value right off the bat.

Maximizing your investment in trade associations

As most trade associations charge a fee, you’ll want to maximize your investment once you join. Here’s how:• Show up. Make a point of attending meetings regularly. Membership requires a degree of

dedication, so don’t overextend yourself by joining too many associations. Focus on the ones thatare most likely to yield results.

• Hone in. Network with as many members as possible before determining your “A” list. Then focus your time and energy on gettingto know your most promising prospects. Remember, you’re on the lookout for both prospective clients and referral sources.

• Raise your pro�le. Consider taking a committee or board position, which will help you build personal connections, or raise yourpro�le by writing, speaking or presenting. You want people to start to recognize your name. This will bring exposure to both youand your �rm.

• Follow up. Always follow up with the people you meet and convert the time you spent meeting people into tangible businessopportunities. Take advantage of opportunities to connect with other members outside of scheduled meetings. Getting to knowsomeone is an important part of building a fruitful relationship.

Writing a productive referral email

Introducing two people in your network isn’t a task to be taken lightly. You are helping your contacts and solidifying your value in the process. An introductory email deserves time and effort, yet too often an email is �red off without a second thought. A well-written introductory email should be:• Substantial. Tell each person something substantial about the other person. It should include a link

to each person’s bio and website.• Detailed. Establish common ground between the two people. Try to include three details about each person.• Personal. Include a personal testimonial for each person.• Forward-looking. Attempt to steward the conversation beyond the email.

Replacing the Rainmaker is committed to helping our clients achieve business development success. For more information, please visit ReplacingTheRainmaker.com or contact us at Info@ReplacingTheRainmaker.com.

August 2017