Here’s How You Get Your Client’s CPA’s to Refer More People to You

Referrals are great… but referrals from CPA’s are golden!  Wouldn’t we all like more of those?  As with any referral, you should start with a person that both parties share.  In this case it would be… your client… that you and their CPA share!

And NOW is the right time to leverage that shared relationship!  As we go into tax season, I would recommend you find out the contact information for all of your different clients’ tax prepares.  Then, you send them a letter that looks like this…

Hello [Mr./Ms. CPA or Attorney Last Name],

Your clients [Mr. and Ms. Client] recently became a client of mine as well. They spoke very highly of you and the work you’ve done for them. 

Please let me know if there is any way that I can assist you in your work with [Mr. and Ms. Client]. I believe their transition to me went smoothly and I want to make sure that anything we do, dovetails with the work you’ve already done for them.

If you have any questions or concerns, please feel free to give me a call at [your number] or email me at [your email].  I’ve also enclosed a card.  With your permission, I will drop you a note occasionally with matters of interest, just to keep the lines of communication open. 

Best regards,

[Advisor Name and contact info]

First, you compliment them and let them know you share a client… and then you offer to make their lives easier (instead of trolling for new business).   Now, chances are, some of your clients share the same tax preparer… so you might send 3 or 4 of these letters to the same CPA.  What does that say to the CPA?  Holy cow!  This advisor must be good!  Since many of my clients are using them!

Then, after tax season follow up with a call to the CPA and reference the letter to open the lines of communication.  Then, begin to drip with your newsletter to them.  CPA’s only refer to people they know and trust.  By following the procedure I just laid out, they will begin to know and trust you… and the referrals will follow.

About Mike Kaselnak

Michael Kaselnak is considered one of the top marketing and sales experts in the financial services industry. He has personally mentored over 300 financial advisors in the past 10 years. These financial advisors saw their average production increase by 62%. Many saw increases of over 300 percent. He writes articles that have appeared in many mainstream magazines and has written the popular report 300 Financial Headlines that sell.
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