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WHEN WORKING WITH OTHER PROFESSIONAL ADVISERS...
- Anticipate objections. Attorneys and accountants are trained to closely examine business proposals. Though they approach the situation from a different perspective, your goal is to establish rapport. Nonetheless, expect these other professional advisers to proceed with steely-eyed determination. However...
- Professionals don't compete. Don't automatically assume that you're in an adversarial relationship. After all, you're both working in the best interest of the person paying the bills — the client. So...
- Establish what you can do for your mutual client. When appropriate, review a case in progress with the client's attorney and accountant, and get their input before developing final recommendations. This creates teamwork and gets these people on your side. The businessowner's advisers will buy into the proposal because, a) they will quickly see the benefits to the client, and (in many instances); b) will see that it generates billable hours for them. Thus, they will help sell the plan to the client. But...
- Know your job and do your job. Remember that the insurance and financial products and planning ideas are your specialty, not the attorney's or accountant's. They don't focus on teaching these topics in law schools, and they're not part of the CPA curriculum. What's more, other professional advisers are not going to ask for your advice in drafting a client's will or preparing tax returns.
- Avoid adversarial conflicts. Build relationships with other professional advisers by establishing rapport — just as you do with your prospects. Also, be aware that semantics and perspective can create the appearance of a problem where one does not really exist. When you sense conflict, use your probing and listening skills to uncover true objectives and clarify problems.
- Communicate and follow-up. Demonstrate that you can be trusted to return calls and e-mail, and deliver on commitments and other follow-up items, as promised.
- Show professional courtesy. Treat other professionals as your peers, showing them the same courtesy and respect you expect.
- Give referrals and ask for referrals. As you get to know the local attorneys and accountants who work in the business and professional market, discuss the services you offer businessowners and ask them what special qualifications they bring to the equation. Then, begin referring business to these professionals, and follow up with them about the results. When you're ready, let them know that you build your business the same way they do, and that referrals are a two-way street, with traffic moving in both directions.
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