I have read all the FAQ's on the Centers of Influence. I did, however, have an additional question. When do we use the Business Plan? It seems like a valuable tool in this situation. Do we try to schedule a Financial Road Map® or a Phone Consultation™ first, and then resort to the Business Plan? We may have outworn our welcome by this time.

Article ID: 512

Last updated: 20 Nov, 2019

I'm not sure what you mean by "Centers of Influence" or your objective. If you are referring to working with accountants or lawyers you approach them about being vetted for your Deliverables Team, not as referral sources. In which case, you follow the process delineated by Mark Little for building your team. We do not believe in cultivating accountants and lawyers solely as referral sources. They can become Ideal Clients and then refer... just like all Ideal Clients. Or they can become Best In Class Subject Matter Experts on your Deliverables Team and based on how impressed they are with what you do for clients they might want to refer and / or become a client and refer.

The 2-page business plan is mainly for your use, but might be used to further communicate with an Ideal Client who is struggling to understand how referring is in their best interest. This is not quite a last resort, but it's close.

The webinars about "Cracking the Referral Code" that have been conducted over the past couple of years might be helpful in this area. They are archived on the Committed Advisor site.

Let me know if this doesn't scratch your itch.

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