I'm declaring this "Share a client day." Don't worry—you don't have to start splitting your fees with anybody. To honor this special occasion, all you have to do is follow these three steps:
- Identify your top clients.
- Call them and ask for an introduction to their key advisors. Focus on non-competitors who are likely to have multiple clients with a need for your services.
- Follow up with their advisors by using this language: "We already share one client. Let's get acquainted to see if there are others we can share."
Assuming you get along with them, you will be able to develop a productive referral partnership pretty quickly. After all, you come recommended from one of their existing clients. It's hard to find a better endorsement than that. You'll find that in a relatively short period of time, you can turn your new acquaintance into a reciprocal pipeline for new business.
Oh, and next year around this time, when you're celebrating your mutual success, don't forget to wish them a Happy Share a Client Day.
