The COI Conundrum;

Establishing Reciprocity


The COI Conundrum;
Establishing Reciprocity

Building Productive COI Relationships



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.

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.


Although there are a number of ways, following are three approaches:

  1. Ask a client to connect you to their COIs
  2. Ask COIs to introduce you to other COIs
  3. Identify the COIs in your personal and professional relationships

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!



Exit planning is one of the fasting growing industries in the financial/professional services industry and EPI is committed to bringing you the best industry content, right at your fingertips! We are proud to offer hundreds of free webinars each year to keep you current on technical, business development, and special interest topics: designed to help you sharpen your skills and advance your career.

About the Presenter

Sarano Kelley

Sarano Kelley

Author, Speaker/Trainer/Coach, Entrepreneur and Philanthropist,
The Kelley Group

Contact Sarano

Over the past three decades, Sarano Kelley has spoken in front of more than 250,000 advisors helping them to improve their professional and personal lives using some of the most innovative systems for enhancing peak performance outlined in his bestselling book “The Game”. He has been the #1 rated speaker by industry association leadership for several years running as well as having appeared on “Good Morning America” and other major television shows.  To date, Mr. Kelley has had 2 television shows and one PBS documentary made about the incredible results of his work and is the author of three ground-breaking books. He also spent 2 years as a media skills coach to The White House and co-founded the PAA COI, the “Professional Alliance Association for Centers of Influence (a partnership designed to create the largest COI network in the world).

The Kelley Group has been an eminent Wall Street leader for over three decades. Founded in the early 90s, the organization has masterfully gained influence as a thought leader in communication skills and marketing strategy, whether that’s been from the halls of the White House to the corridors of c-suite offices at Fortune 500 companies where some of the top industry leaders preside. As a result, the Kelley Group has driven tremendous impact for some of the most powerful individuals and businesses on the planet. Some of our core competencies include media skills training, private training for teams and executives, branding and PR, recruitment training, and custom team solutions. Our primary focus is centered around producing specific, measurable results – so much so that our books have not only been turned into speaking and training programs, but also into TV shows highlighting the powerful effects we repeatedly procure. The work we do has allowed us to hone a distinct ability to take world-class entities and bring them to unprecedented echelons of achievement in everything they do.

Connect with the Presenter: The Kelley Group  |  Website:  |

Phone: 1 (866) 584-8885 |  Email: Connect with Sarano