Referrals are the lifeblood of your business, especially at the top end of your client list. I have seen advisors form great referral alliances with golf pros, car dealers, personal shoppers and even landscape professionals. Anyone who works with your target market can refer you. However, as a coach, the most referral bang for your buck can be found from three sources—accountants, attorneys and property and casualty agents.

Accountants are approached constantly by advisors who want to develop relationships. Sadly, too many advisors call an accountant and ask to share the accountant's client names. The accountants I know laugh when this happens—and they should.

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