Fill your pipeline with referrals from your centers of influence
Select, develop, and proactively manage COI relationships
Three things to get started:
- Know where to look
- Know what a good COI looks like
- Know the rules of the game for a mutually beneficial relationship
Want to know what's in the download document before committing? Here's a sample:
Where to look
We often hear producers lament that they just don’t know anyone who can be a consistent source of referrals/introductions. It can actually be a little difficult to just look at a blank sheet of paper and start listing names of potential COIs. But instead of starting with a blank sheet, it’s better to start with some ideas to get you thinking a bit broader than you might limit yourself to otherwise.
Knowing what they look like
Now, once you have your list of names, it’s time to filter the list down to those who will make for the most productive relationships. Use some key criteria as your filter.
Know the rules of the game
Successful COI relationships are based on mutual understanding and agreement of the foundation on which to build the relationship.
- More than trading lists – If all you are going to do is trade names, don’t spend the time and energy on the relationship; just go buy a prospect list somewhere.
- Not a threat to credibility – Before either of you can be confident in making introductions for the other, there has to be a comfort level that credibility will not be jeopardized.
- Two way street – Introductions have to be given both ways.
- Understand value proposition – Spend time to truly understand what the other has to offer and what the client receives and experiences when working with either of you / your businesses.