PRACTICE CORNER FROM THE
BY MICHAEL ROZBRUCH
One of the easiest and most affordable ways to get new clients is to have other experts refer them to you. Below is my winning Eight-Step Formula. The Easy Eight-Step Formula to Get Other Experts to Refer to You: STEP 1: Identify who you want to contact—bankruptcy attorneys, Realtors’mortgage brokers, other CPAs, EAs, and/or unenrolled preparers. STEP 2: Buy, rent or otherwise obtain a list of their names and addresses. There are several ways to accomplish this. For example, you can use the state bar and licensed Realtors membership directories (ask your lawyer and Realtor friend/ colleague for help), manually develop a list from AVVO or LISTSERV, or use a reputable list broker like macromark.com. STEP 3: Create a personalized and customized letter to mail to them. (These are contained in the Tax Resolution Domination System and on the Member’s website) STEP 4: When you’re mailing to other professionals, give them something of value. For example, if you’re mailing to attorneys, you could send them a report on how the IRS audits attorneys. Or if you’re mailing to Realtors or mortgage brokers, include a report on the five largest tax deductions that most Realtors or mortgage brokers miss.
STEP 5: Mail them three times. Do not stop after the first mailing! Make sure you mail them three times. That’s when you will get your best response for any type of list. STEP 6: Make sure you add a sentence referencing the previous letter. Letter No. 2 should refer to letter No. 1, and letter No. 3 should refer to letter No. 2. (These can be the same letter.) STEP 7: Include your brochure and business card with each mailing. STEP 8: Put them on your monthly mailed newsletter list after you’ve mailed them three times so that you are top of mind when they have someone to refer.
–Michael Rozbruch
888.670.0303 • 3
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