The Organic Practice

Developing the Organic Practice

Pam and I head to Phoenix today. We’ll be training Met Life and Wachovia, and the topic is How to Use Credibility, Connection and Referrals to Develop an Organic Practice. In other words, how to build a self-sustaining/referral-based business.

This program is based on years of research in the psychology of Credibility, Connection and Referrals. It includes various systems and processes that you can use to improve your results. If you follow our work, you know that we’ll give facts, figures and cite a lot of excellent resources. We always explain why pay attention, what you’ll gain, and the steps to follow to achieve the results.

One of the fundamental differences in our work is the rich inclusion of science. It’s a simple reality – humans are reluctant to take a leap of faith. They always make the decision that is best for them at that moment. They embrace the safety of a step-by-step process, inching closer to making a change in their businesses (or lives). It’s your job to guide your clients and prospects along that step-by-step path. And, it’s our job to teach you how to do it.

With that in mind, you can more easily see that the specific processes are vital to the success of inspiring anyone to make any change, and expect that the change will stick. The type of change I’m talking about isn’t necessarily a change in personal behavior, but a change in your business behavior. This is the implementation of some new skills and processes. The result for you would be (for example) greater credibility, higher level of trust, more effective communication – elements necessary to build that organic practice.

This is how you can effectively inspire your clients to embrace a change to their financial strategy, perhaps an IRA rollover or the movement of funds from one account into an annuity. The change is also their decision to act as an advocate for you and refer their friends to you.

What are the essentials necessary for such a change? Here are a few:

1. The quality of the relationship
2. The quality of the communication
3. The level of trust
4. Your level of credibility
5. The amount of value you have built
6. The relevance of your advice

In Phoenix, we’ll go into detail, explaining how to succeed at each of those, turning them into processes. They are not nebulous concepts; they are achievable goals. And, if you fail to achieve them, they become serious obstructions to your business.

Your Reward.
Met and Wachovia will get to experience this program first-hand. That’s a huge benefit to them because they’ll be able to ask us questions. But, you can learn this material and gain the insight, too, through personal coaching with us. Want to build an organic practice? One that sustains itself by easily and consistently generating referrals? Just let me know.

In August, we’ll host a webinar to introduce some of this intriguing material. If you want to stick your toe deeper into the water, and see first-hand what the Met and Wachovia are so excited about, just send me an email and I’ll send you the details. (michael@aboutpeople.com)

-- Michael Lovas

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