How To Attract Extra Leads

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One northern Manitoba February, Bert, a fresh AA convert,

was travelling me from Flin Flon to The Pas to function with

another agent. Bert’s enthusiasm for AA bubbled throughout

the trip, and I discovered a lot of things that helped me improve

my life.

One was that “You need to give it aside to keep it”. To

Bert, at that time, this meant pass on the AA philosophy.

To me, it designed the sharing of most ideas.

It also pertains to referrals. To have them, give them.

You prefer referrals. And you understand numerous others who also

want them. Perhaps you have granted them any? If certainly not, why should you

expect any from their website?

Consider your accountant, your CA. How will she acquire

new customers? Through referrals. Perhaps you have ever given her


No? Then simply take her to lunch time. As long as you’re eating find out

as much since you can about her—the type of stuff that

anyone employing a CA would like to know. And the thing you need to

know so as to refer her.

When you can coffee notify her, “I’m requesting all these

questions because once in awhile someone asks me easily know

of an excellent accountant. Let me manage to recommend you.”

“But some of these who ask may well not be what you need. So

tell me, how am i going to know if they’re an excellent prospect for


Wow! Imagine if an individual asked you that. Wouldn’t you be

elated? This is accurately what any prospect-seeker dreams

of. A person who is ready to feed her prospects and asks what


Listen closely her. You may even want to take down notes.

She may describe an individual you know, or have as a

client. (Of training, you can’t only recommend her willy-

nilly, nevertheless, you can allow it be known, to those that are

interested, you have achieved an accountant who really

impressed you.)

Don’t push it, but prepare yourself to provide your specifications

for the prospects you are considering, if she asks. But

don’t expect it. Await it to come normally. It may take

years, but eventually she’ll be providing you referrals.

Now visualize yourself having a lunch time such as this every week

with a several prospect-seeker. Think about the various

accounting specialists, lawyers, personal planners, even

competitors, to whom you will be giving referrals. And

who may feel appreciated to come back the favour.

But don’t keep these things lunch knowing that or you’ll

blow it. Get gracious. Give it aside to {obtain it}!

And schedule {once a month} follow-up {calls} to let them

know you haven’t forgotten them.

And so {they don’t} forget you.


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