Now! Spend time with your COI’s.


Spend 3 hours with your best centers of influence.

A quick lunch is not enough.  Following the theme of going deeper, not wider, really getting to know these people is key to any lasting relationship.

Right now is the time of year for planning.  Planning your relationships is just as, if not more, important than other planning.

You really need to get to know your centers of influence and they REALLY need to get to know you.

Consider this – Do you know your COI’s spouses’ names, the children’s names or where they go to school?  Do you know where your COI’s went to school for that matter?  Do you know if they belong to a church or synagogue?  What their favorite causes or charities are?  What they REALLY care about?  Are their parents living?  Are they dealing with family matters?  Are they happy in their role within the practice?  How do they get paid?  Salary and bonus?  A percentage of profits?  Are they an equity partner or just a profits partner?  Do they have their own assistant?

You get the idea!

Go out and learn about your center of influences just as you would any client.  Take a fact finder.

Go deeper, not wider – It will pay off in a stronger relationship.

Guide – Knowing more about your key centers of influence gives them the comfort of knowing you understand them.  This results in a stronger relationship.

Action item – Call your COI’s now and ask them for some time – Not 20-30 minutes, but an opportunity to get to know each other.

© 2010 The Advisors Center, LLC – All Rights Reserved


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