Market Impact Assessment TF Final Report to RMS June 11, 2008.
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Transcript of Tar rms final
Relationship Management System
The Role of the
Professional Services Coordinator
Roslyn Drotar & Nedra Catale
Relationship Management System: The Role of the Professional Services Coordinator1 © 2014 Lawyers with Purpose,
LLC
Relationship Management System: The Role of the Professional Services Coordinator
2 © 2014 Lawyers with Purpose, LLC
Relationship Management System: The Role of the Professional Services Coordinator
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• A means of identifying, initiating, developing and nurturing professional relationships.
Relationship Management System™
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Relationship Management System: The Role of the Professional Services Coordinator
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Relationship Management System™
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Relationship Management System: The Role of the Professional Services Coordinator
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• Financial Advisors• Insurance Agents• Accountants & Tax Advisors (especially at the
end of the year before tax season starts)• Other Attorneys• Independent and/or Assisted Living
Facilities• Nursing Homes
Finding Qualified Prospects
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Relationship Management System: The Role of the Professional Services Coordinator
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• The Initial Contact may be made proactively by you/your firm or the professional may contact you• This may be a result from your firm's
advertising, your signage, presentations you do, networking you participate in, client referrals or being introduced by another professional• The goal is to identify strong candidates and
schedule a Synergy Meeting. Get them on the calendar
Initial Contact
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Relationship Management System: The Role of the Professional Services Coordinator
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• When calling to schedule a Synergy Meeting it is quite similar to calling the cute boy in your class who has never noticed you and asking if he would like to go to the dance with you. It can be scary …
Do You Put Off Making the Call?
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• Type or write out your script. Your comfort level will greatly increase and you’ll
sound more confident in your presentation.
• Practice it a bit and listen to yourself. You don’t want any “ahms” or hesitations.
• Start with the gatekeeper and assume he/she is eager to work with you. You are offering them a wonderful opportunity!
Picking up the Phone
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Relationship Management System: The Role of the Professional Services Coordinator
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• They already work with an “estate planning” attorney• Getting a large enough block of time on their
calendar. Most just want or expect a “coffee” date. Swap cards and run• Setting the tone for a serious meeting• Getting them to keep the appointment
Challenges to Overcome
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• Your script needs to reflect that we are “neighboring professionals” and we are “just around the corner.” Who wants to offend a neighbor? • Your script must indicate the request for a serious
working meeting – not a coffee date.• Ask for an hour and a half on their calendar.
Explain that we are excited about the possibility of partnership and supporting them and want plenty of time to learn about each other’s business.• Schedule the appointment in their office.
Setting the Stage and Overcoming Challenges
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• Pull information from their website, LinkedIn and a Google search. Get a picture if possible, schools he/she attended, organizations they may be members of. Checked LinkedIn for mutual acquaintances.• Put together your packet – may be different
for different types of professionals.• Confirm the day before. Reflect warmth and
enthusiasm in your voice.
Preparing for the Meeting
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Relationship Management System: The Role of the Professional Services Coordinator
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Relationship Management System: The Role of the Professional Services Coordinator
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Your Synergy Packet
USE A HIGH QUALITY FOLDER – BRANDED IF POSSIBLE © 2014 Lawyers with Purpose,
LLC
Relationship Management System: The Role of the Professional Services Coordinator
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Determine if there is a Synergistic future with the professional by examining their details, standards, and performance to see if there is a “good fit.” Identify if this potential referral source will be a prince or a frog, and set a next action.• Was there Synergy (Chemistry)?• Do you want a second date?
Synergy Meeting (aka First Date)
Relationship Management System: The Role of the Professional Services Coordinator15 © 2014 Lawyers with Purpose,
LLC
• Have attorney do a brain dump after the meeting. You need personal details as well as professional details.
• Have the attorney “rank” the professional. Are they a prospective “My Ten” or “My Key” or do they just go on your mailing list?
• Get follow up actions/next actions from attorney.
• Follow up to make sure they attend workshop and send over two case samples to do an Asset Protection Analysis Letter.
• Be their blind spot and support them.
• Use the 5 Questions handout.
After MeetingFigure Out What Works For You Both!
Relationship Management System: The Role of the Professional Services Coordinator16 © 2014 Lawyers with Purpose,
LLC
Relationship Management System: The Role of the Professional Services Coordinator
17 © 2014 Lawyers with Purpose, LLC
Relationship Management System: The Role of the Professional Services Coordinator
18 © 2014 Lawyers with Purpose, LLC
Relationship Management System: The Role of the Professional Services Coordinator
19 © 2014 Lawyers with Purpose, LLC
Relationship Management System: The Role of the Professional Services Coordinator
20 © 2014 Lawyers with Purpose, LLC
Relationship Management System: The Role of the Professional Services Coordinator
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Relationship Management System: The Role of the Professional Services Coordinator
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For the RMS portion of your Weekly Marketing Meeting you will need:• This week and next week’s Relationship
Meeting Focusers: The first documents the results of this week’s RMS
efforts. The second identifies ALL RMS™ meetings in the
coming week.
• Your “My 10” focuser• Your monthly marketing calendar(s)
Weekly Marketing Meeting
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Relationship Management System: The Role of the Professional Services Coordinator
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Strategy Meeting To plan a joint project
or task such as:• Workshops• Presentations• Community Workshops• Training (continuing
education) Discuss:
• Date and time• Venue• Budget• Advertising• Targeted audience
Relationship Review
Nurture or Maintain a relationship;
Get relationship back on track; or,
Try Relationship CPR.
Other Types of RMS Meetings
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1. RMS can blow the roof off your revenue goals. 99% of your success with it is in the follow up.
2. The very first step in implementing an RMS is a 100% commitment of all involved team members.
3. A weekly Market Meeting is fundamental to the success of the system. Follow up. Be the attorney’s blind spot and figure out what works best for you’re firm.
4. You must see the value and have a “Do or Die” attitude.
Declaring Intent
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Relationship Management System: The Role of the Professional Services Coordinator
DebriefPlease Complete Evaluation
Your Feedback is Important to us!
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