| Based on the training and consulting I have done with | | | | of your best clients and referral sources so you have |
| practitioners across North America and the United | | | | matched your core strengths and values with those of |
| Kingdom, I have identified the following three | | | | an alert market. |
| characteristics of successful Leading Practitioners. | | | | • Spend time with quality referral sources who are |
| • Sturdy visibility and reliability amid high influence | | | | consistently in front of your target market: |
| referral sources | | | | 1. Set up 2-3 purposeful lunches a week - learn about |
| • Web sites that are client centered, easily navigate | | | | referral sources' key goals and tell them your core |
| able, and highly noticeable on the internet | | | | message. |
| • Have a status for creating a better client | | | | 2. Stay in touch with referral sources by sending |
| experience. | | | | articles of interest. |
| How do you boost your visibility and credibility amongst | | | | 3. Invite referral resources to events and trainings. |
| referral sources so everyone who spends time in front | | | | 4. Send letters of introduction about your services; |
| of your target market can confidently and efficiently | | | | include your brochure or a brochure on collaborative |
| speak about you and your proficiency? | | | | practice. |
| You do this by making sure referral sources know | | | | 5. Contact your clients' providers ( i.e., if you are a |
| who you are and what your expertise is. This requires | | | | lawyer, contact clients' mental health professional and |
| that you have a distinctive value proposition and have | | | | let him/her know about Collaborative Practice) |
| recognized who the high influence referral sources are. | | | | 6. Congratulate referral sources who are in the news. |
| Once you have your memo and know your top | | | | 7. Set up interviews to study about referral sources' |
| referral sources, your next step is to communicate | | | | practice so you can develop your own professional |
| your message to referral sources that could benefit | | | | network and refer your clients to the best |
| from knowing about your proficiency and service. | | | | professionals in your community. |
| Your objective is to have referral sources know | | | | 8. Help your referral sources to be successful - bring |
| enough about you and your expertise so they can | | | | as much value as you can to your referral sources. |
| easily and confidently say to potential clients, "Let me | | | | By spending the time identifying who your best referral |
| give you the name of a specialist who can help you .... | | | | sources are and then consistently doing the activities |
| The following are three action steps you can take to | | | | to strengthen those dealings, you will see a boost in |
| increase your visibility and credibility among high | | | | class referrals and you will pull towards you |
| influence referral sources: | | | | advantageous clients who are a good fit for your |
| • Conclude your message: Provide transparency | | | | services and expertise. The end result is more control |
| about what you do, who you do it for, the value you | | | | over building a practice that you take pleasure in and |
| offer, and how you distinguish your services. | | | | brings important value to your clients. |
| • Explain your target market: Know the individuality | | | | |