How do you meet successful people in large numbers? You must start at the top of the socioeconomic chain and work through their referrals until you reach an unacceptable level.
What do I mean by that? People will refer other people who look up to them for advice. Client A is very successful. Client A will refer other people who he has some influence over. His referral, Client B, refers the same way. Client C does the same, and so forth. Eventually, you will have a drop in prospect value. The only way to keep the referral network of high quality is to keep starting as high as possible.
There will be a point when the quality of referrals will continue to reduce to an impractical level. When that happens, you would be better off not asking that nominator for referrals. He would be put off if you did not follow up. The chain of referrals must be consistently upgraded. Finding ways to connect with a few higher-quality clients will keep quality referrals flowing as long as you are giving quality service. Practice performance must be kept at high levels and follow-through service must be maintained at the high quality level as well.
The discovery process
The discovery of this process took place for me more than 30 years ago. I was talking to a church friend named Jimmy Tharin. He mentioned that he went to high school with an incredibly successful businessman. He was majority owner of an oil refinery and reportedly was earning more than $1 million per day in worldwide distribution. The chances of me getting an appointment with him were not just slim but close to zero. I had no idea how I could do business with him, but I wanted to begin a relationship to discover opportunity. I also wanted to get referrals from him. Jimmy made the call and actually gained access to a secretary. On the strength of Jimmy's relationship, I gained an appointment.
