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Chapter 21. Make It Rain Clients > Create Constellations

Create Constellations

Your strongest referrals can come from other professionals with whom you share customers. Put together your own referral group— your Constellation—by forming alliances with top-notch professionals in other fields who have access to your market. For example, a financial adviser invited an insurance broker, a Realtor, a CPA, and a lawyer to be part of her group. Another group is made up of a lawyer, a CPA, an interior designer who concentrates on the senior citizen market, and a person who runs estate sales. When a widow decides to move into a retirement apartment, the person who runs estate sales can refer her to the interior designer. Either the person who runs estate sales or the interior designer can refer her to the CPA, who can refer her to the lawyer. The referral cycle can begin with any member of the group, so that a client of one of the members soon becomes a client of all of the members. (See Chapter 20 for more information on referrals.)

George, a Chicago CPA, has been developing Constellations for many years. "The key to business is to obtain new clients," he says. "The problem is to do that within the ethics of a profession that outlaws advertising. Networking is the solution."


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