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.
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.