Centers of Influence
Become the provider of choice with influencers and referral sources.
Essential business growth for many comes through influencers – e.g. attorneys, accountants, and bankers – who refer their clients to the provider they view as the most capable and reliable. The Penny Process enables you to uncover the incidents and impressions behind those sensitive perceptions, particularly difficult since the referrers are often not clients themselves.
A mutual fund wholesaler maintained a cordial relationship with the office manager of a wirehouse firm, but focused his attention on the branch’s top producers. A Penny survey to the manager surfaced the comment, “ALL of our FAs could benefit from your experience.” Since meeting individually with 16 producers would have been unmanageable, the branch manager suggested a group presentation. Within hours of the first group meeting, the wholesaler had orders from 5 FAs he had never worked with before.