The Supernova Multiplier

CHAPTER 5Using Centers of Influence to Grow Your Practice

It takes time for givers to build goodwill and trust, but eventually, they establish reputations and relationships that enhance their success.

Adam Grant

An authentic Supernova practice is never stagnant and is always growing. However, it needs to be controlled, intentional growth. One way to achieve that is through thoughtful introductions by professionals who know your practice, know you, and introduce you to qualified prospects. As I said in The Supernova Advisor, referrals (introductions) are generated through a process that is practiced, managed, coached, and measured. It is a value indicator of and value-add to your client relationship. It reflects the satisfaction and importance your clients place on your practice.

Clearly, a referral (introduction) can be valuable when it produces a new client for you. But it can also enrich the relationship between the referral and the person making the introduction. You can be a trusted professional in your client's life, ideally one with whom they share their inner circle. Referrals happen and they add value to the relationship in both directions. The path to a referral is more than a script. An effective referral (introduction) process is an extension of your respectful relationship with your client. It is characterized by two foundations: humility and candor.

It almost goes without saying that Centers of Influence who send you a steady flow of high-quality referrals are ...