Building Productive COI Relationships
A ROADMAP FOR CREATING A TEAM OF COI MEMBERS
In this presentation, you’ll learn the step-by-step process for finding influential COIs and developing productive and profitable relationships with them in just 90 Days. These proven techniques, include:
◆ How to get clients onboard so they are willing to connect you with their COIs.
◆ How to interview the COI to uncover his or her unique business development needs and determine if the COI is a good fit for your business objectives.
◆ Dialogues to help you:
- Communicate your unique value proposition to potential COI partners – what sets you apart from your competition.
- Discover why COIs aren’t referring business to you,
- Elevate your COI relationships to the next level.
WHO ARE COIs?
Centers of Influence (COIs) are professionals who are well established in the community, and understand the value of networking with other professionals from a variety of occupations, and with diverse expertise and experience. They are influential socially, politically and/or economically, and they are knowledgeable about the growth and transitions that are occurring within the community, in the lives of other COIs and the changes/challenges their clients.
HOW DO I FIND COIs?
Although there are a number of ways, following are three approaches:
- Ask a client to connect you to their COIs
- Ask COIs to introduce you to other COIs
- Identify the COIs in your personal and professional relationships
IT’S A NUMBERS GAME
Remember, relationship development is a “numbers game and contact sport.” Not every client will be willing to share the names of their COIs and not every COI will necessarily be interested in having a strategic relationship with you. However, the more clients and COIs you contact and the more refined your communication strategy, the higher your chance of turning these relationships into profitable business-building opportunities.
Learning Objectives:
- Discover why COI’s are not referring business
- How to motivate COI’s to refer business
- Develop a compelling Value Prop
- Reciprocity
- Creating collaborative COI Groups
About The Exit Planning Advisor Playbook Series:
The EPI Exit Planning Advisor Playbook Webinar Series is a FREE web-based continuing education presentation for EPI members and the general public.
How are financial advisors, accountants, consultants, attorneys, and M&A advisors implementing what they learned through EPI inside of their practices and with their owners? This webinar series is for professional advisors who are looking to build out a significant practice by incorporating exit planning concepts and processes into their marketing and services. Advisors also want to drive best practices and have better conversations with business owners. This series will feature experts in practice development, practice management, marketing and branding, delivery of exit planning services, tools and resources, and strategic planning. Accompanying speakers will be advisors just like you, sharing their stories. Register today and enhance your exit planning knowledge every month with EPI!
