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Episode 67 - Generating Referrals Without Asking - Stacey Brown Randall

Referrals are the most powerful and cost effective component of a successful business development strategy.  They are also probably the easiest prospective clients to convert, since they are already sold on you. But are we thinking about referrals correctly?  Are we thinking about them at all? 

We'll answer for you and say, "probably not."

But don't fret: entrepreneur-turned-referral-guru Stacey Brown Randall joins the ZebraSmash universe to share some great common-sense tips for building that referral machinery. Some key points from the conversation:

  • The importance of separating referral seeking from your prospecting plan and your marketing plan. These are all different things.
  • On the sales continuum of No/Like/Trust, referrals drop into the Trust bucket. That's what makes them so special. 
  • Introductions, warm leads and referrals are not the same thing. The first two are nice, but they aren't true referrals.
  • You have to be referrable to receive referrals. You may deserve them, but you're not owed them.
  • Stacey's 5-step plan for generating and "process-itizing" (her word, not ours) referrals. 

Want to learn even more about Stacey? Of course you do! Here's how:

Stacey's website: https://staceybrownrandall.com/

Stacey's podcast: Roadmap to Grow Your Business

Stacey's book: Generating Business Referrals Without Asking: A Simple Five Step Plan to a Referral Explosion

Episode 66 - NAPFA Fall 2018 Conference Recap

Ben is back and rested from his trip to Philadelphia, during which he ran the Rocky steps not one, but TWO times.  He also attended the NAPFA conference there.  Listen in as he reads out when he learned at the conference.

Episode 65 - Fincon 2018 Review with Chad Smith

Chad's 2017 review of the Fincon conference blew our minds.  It sounded incredible.  This year he's back with more takeaways, as is Roger, who attended the conference virtually.

We'll got a huge list of stuff to add to the show notes, so watch this space.

Episode 63 - Should I Be Doing Taxes? - Lane Keller

CPAs have shifted into the financial advisory space for years now, but who's to say pure financial planners can't move in the other direction and start doing tax returns?  Is that even a good idea?

We talked to Lane Keller from Victoria, Texas, who straddles the tax preparation and wealth management worlds.  Just to make it more fun, he threw in a sizeable family office practice as well.  By talking through his experience, we tried to get to the bottom of:

  • How one manages these two business units, and if both can be profit centers.
  • How to handle the culture and technology requirements of each business unit.
  • How to handle the fact that both professions are regulated, and by different regulatory bodies.