Every day when I wake up in the morning to go to work, I ask myself this question:
Who else in my community is doing business with my ideal client?
I have found over the years that perhaps the best way to get in front of highly qualified prospects is to be introduced to the prospect by someone they trust. I believe that the CPA is, in most cases, the best way to leverage yourself into a steady stream of highly qualified prospects.
Now I have to admit that in the past I have been intimidated by the idea of approaching CPAs. Last year, however, I ventured outside my comfort zone and sponsored a Continuing Professional Education (CPE) training for area CPAs and enrolled agents. What I discovered in the process was enlightening.
What Your Peers Are Reading
Simply put, CPAs are looking for help. Their clients are asking them for help, and CPAs want to find high-quality professionals who they trust will take great care of their clients. I also found that many CPAs are aware that they don’t have the answers when it comes to financial planning and guidance; their expertise is usually limited to tax advice. So they’re hungry to find an outstanding professional who can take care of this client need.