Years ago I needed a living trust. I had to decide between two attorneys and chose the higher priced guy. He turned out to be a real jerk.
So a week ago when I found out I have to get a special needs trust, I remembered the attorney I rejected 10 years ago. But, guess what!
For the life of me, I could not remember his name. There was nothing in my inbox; he never sent even an email newsletter. I knew it began with "M" so I'm sitting there peeling potatoes, driving myself nuts thinking of everyone I know in my LinkedIn named "Michael" or "Mark." Luckily his name popped into my head.
Don't be a "Mark"; harness the power of time and your past to develop referral relationships over time.
Make a list of all these people from your past:
- Everyone you went to high school, college, or grad school with
- All past clients, even if they fired you.
- All past prospects you lost.
- Every single CPA, attorney, etc., who ever sent you a referral
- All vendors to your firm - from the person who sold you the office furniture to the wholesaler you buy your mutual funds from.
- Old bosses.
- Old coworkers.
- Bosses at places you interviewed for a job but didn't get it, or did get it but rejected the offer.
- People you met in your exam study group.
- Etc.
Ask them if you can put them on your newsletter list. |
