An Introductory Client-Development Initiative

Using “Client-Building Intensives”

Executive Summary

1) Surrounding You With COIs     2) Analyzing Their Actual Client Needs 

3) Setting Presentation Appointments for You with Their Clients

What they are: “Client-Building Intensives” are client exchange campaigns between a select group of between three and six trusted advisors. “CBIs” shorten your prospect development time investment by up to 90% . This is a landmark initiative that creates new clients for you quickly. Vastly different than a business network, this is a professionally managed business development program.

Who participates: Synergy is an important factor. Typically, we assemble a group consisting of an accountant, attorney, financial services pros, a property and casualty insurance broker, bankers and any other COIs that would blend in well.

How “Client-Building Intensives” create referrals for you: Since generating referrals from trusted advisors is critical to your success, we build a group with you as the anchor. You are surrounded by ideal referral sources for you. Sometimes, these are people that you know and want to cultivate deeply. At other times, these are people that we recruit for you.

Experiencing a “Client-Building Intensive”: We produce a “CBI” for you as an introduction to this unique value proposition. We can enroll your contacts, offer ours or assemble a combination of both. This is an excellent, cost-efficient way for you to grasp our system while actually enjoying client referrals at once. We will be please to quote a fee for this step.

The  Five-Step Process: We term the initiatives “Intensives” because there is laser focus over an abbreviated time period to obtain real results quickly. Here are the elements:

1)      “Assembly of Synergistic “Referral Alliance Partners”: You are teamed with trusted advisors who represent your ideal clients.

2)      Client Selection and Profile Reports: Participants selects an actual client to profile and complete a “Client Profile Report”.. The reports are distributed to participants prior to a meeting. As a result, you are presented with several real situations that are likely to convert into prospects. See the Appendix for examples of client profile reports.

3)      “Focus on Referrals” Sessions and Identification of “Leverage Points”: A meeting with your group of trusted advisors is facilitated by a Rainmaker CPA or attorney skilled in the referral identification initiative. Using a deductive process, referral opportunities are provided to each participant. Most important, strategies are formulated to create urgency in prospects to meet. 

4)      New Client Appointment-Setting: Meetings are set for participants with prospects. See the Appendix for our appointment-setting procedures.

5)      Follow-up: Rainmakers personnel follow up to assure that presentation opportunities with prospects do not fall through. This is supported by a proprietary “Referral Tracking & management System” developed for this purpose.

Detailed briefings of “Client-Building Intensives” are available upon request.