Get More Referrals from CPAs

Saw a couple of good tips in Bill Cates' most recent ezine on becoming referable in the eyes of CPAs.  Bill's suggestions:

• Put CPAs through your process. If you don’t have a process to bring value early and often to your new clients, you can pretty much forget about getting referrals from them. You can also put your non-clients through your process. If you do financial planning, put that CPA or other Center of Influence through your planning process—without charging them.

• Become a CPA's "Advisor of Choice." Many don’t care if you give them referrals or compensation. They want to make sure their clients get the best financial advice. First, determine which of your 'A' clients have ongoing working relationships with their CPAs. So that these CPAs see your value, keep them in the loop with the work you are doing. Get written permission from your clients to share summary letters of your meeting with their CPA, as well as any other relevant work you do. Over time, the CPAs will begin to see the value of your work and how you relate to your clients. Soon, many of them will want more of their clients working with you.

Looking for more ideas to help enhance your relationships with CPAs? These articles (free registration required) may help:

How to Win Favor With Your CPA Allies
As April 15 approaches, savvy FAs take the initiative to shower their CPA allies with stress-relieving perks: it will build goodwill and stronger relationships.

Case Study: Quintuple Revenue by Co-Marketing With CPAs
This is the story of an advisor who took his production from zero to $50,000 in three months by cosponsoring teleconferences with CPAs.  Here's how.

Use Surveys to Boost Center-of-Influence Referrals
Client surveys not only strengthen your bonds with clients, they can be used to cement ties with strategic alliance partners. See how sharing survey data and conducting joint surveys with CPAs and estate attorneys can lead to more qualified referrals.

Hosting CE Credit Workshops for CPAs: A Primer
Providing continuing education for CPAs isn't as difficult as you might think. Here are seven guidelines that will get you on track to make it happen—and some insights on why you should consider this approach in the first place.

Why CPAs Distrust You—And What You Can Do About It
Still trying to get your strategic alliance off the ground?  Recognize how a CPA's worldview and work focus can create barriers to working effectively with a financial advisor. Then implement a four-step plan to win trust.

You can find many more articles on Horsesmouth about forming strong strategic relationships with CPAs and other professionals. Just search on the keywords "CPA" and "strategic alliances."