Commentary – Focus on folks that refer you like-minded folks:

Whenever I am asked for advice on referrals (and introductions), I suggest business partners source where their referrals come from.  Once they look at that, hopefully they can see who the best influencers are.  With a little bit of analysis (and perhaps actually asking the influencers), one can see a pattern.  I imagine that there are some clients (or business partners) that truly understand your value.  And, because they have that understanding, they then do a great job of connecting you to clients who they know are a good fit for those values.  This is ideal.

This is in contrast to those business partners that like you, but really have not gone deep enough to truly understand the value you present to clients.  Because those referrals are often not much stronger than “here is so and so’s business card,” they are typically ineffective.

With that in mind, focus on those that already think you are great and integral to the success of their clients and contacts.  To me, this is much more effective as you will be working with prospects that want you in their lives.

That’s it for this week.  As always, I welcome any of your strategic financing questions.

Articles of Interest:

CNBC reported “California wildfire victims are eligible for mortgage and tax payment relief.”

Harvard Business Review shared “Why You Should Charge Clients More Than You Think You’re Worth.”

CNBC also reported “Bitcoin is finally buying into US real estate.”

CNBC reported “’The housing market can’t take the shock of a natural event,’ real estate economist warns.”

NREI shared “Commercial General Liability Insurance Exclusions Are Worth a Close Examination.”

The SJ Mercury News shared “Got housing? How you can help fire refugees in the North Bay.”