How do you pry loose referrals from an attorney or CPA?

Dennis Dahl, a good friend of mine from Boise, Idaho, has crafted one of the finest techniques I have ever heard for this situation.  Dennis refers to it as his  No Name Referred Lead”, and he has used it effectively throughout the U.S.

Here is his description:

I present a hypothetical Case Study to the attorney or CPA that highlights the unique use of a financial concept that is likely to solve a problem common to that adviser’s client base.

After I’ve convinced the adviser that I know what I’m talking about and have some evidence the concept has been well received, I tell them I am not after the names of any of their clients, but I would like to tailor a similar plan for the one client whose name popped into their mind when they heard the concept.  I stress that although I don’t need the client’s name, I do need some general information so I can put together a pertinent proposal.  Usually, the information is freely given; sometimes I get data on three or four clients.

Now it’s up to me to show my stuff.  I put together a presentation based on the information gathered, and once it’s reviewed by the adviser, an introduction to a top prospect invariably follows.

In this way, a “No Name” is converted to a real person with the attorney or CPA automatically approving the idea and presentation.

The “No Name Referred Lead” is effective, and you may want to try it.

Thanks, Dennis, for letting me share it with my readers.