Tar rms final

Relationship Management System

The Role of the

Professional Services Coordinator

Roslyn Drotar & Nedra Catale

Relationship Management System: The Role of the Professional Services Coordinator1 © 2014 Lawyers with Purpose,

LLC

Relationship Management System: The Role of the Professional Services Coordinator

2 © 2014 Lawyers with Purpose, LLC


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• A means of identifying, initiating, developing and nurturing professional relationships.

Relationship Management System™

© 2014 Lawyers with Purpose, LLC


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Relationship Management System™



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• Financial Advisors• Insurance Agents• Accountants & Tax Advisors (especially at the

end of the year before tax season starts)• Other Attorneys• Independent and/or Assisted Living

Facilities• Nursing Homes

Finding Qualified Prospects



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• The Initial Contact may be made proactively by you/your firm or the professional may contact you• This may be a result from your firm's

advertising, your signage, presentations you do, networking you participate in, client referrals or being introduced by another professional• The goal is to identify strong candidates and

schedule a Synergy Meeting. Get them on the calendar

Initial Contact



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• When calling to schedule a Synergy Meeting it is quite similar to calling the cute boy in your class who has never noticed you and asking if he would like to go to the dance with you. It can be scary …

Do You Put Off Making the Call?



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• Type or write out your script. Your comfort level will greatly increase and you’ll

sound more confident in your presentation.

• Practice it a bit and listen to yourself. You don’t want any “ahms” or hesitations.

• Start with the gatekeeper and assume he/she is eager to work with you. You are offering them a wonderful opportunity!

Picking up the Phone



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• They already work with an “estate planning” attorney• Getting a large enough block of time on their

calendar. Most just want or expect a “coffee” date. Swap cards and run• Setting the tone for a serious meeting• Getting them to keep the appointment

Challenges to Overcome



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• Your script needs to reflect that we are “neighboring professionals” and we are “just around the corner.” Who wants to offend a neighbor? • Your script must indicate the request for a serious

working meeting – not a coffee date.• Ask for an hour and a half on their calendar.

Explain that we are excited about the possibility of partnership and supporting them and want plenty of time to learn about each other’s business.• Schedule the appointment in their office.

Setting the Stage and Overcoming Challenges



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• Pull information from their website, LinkedIn and a Google search. Get a picture if possible, schools he/she attended, organizations they may be members of. Checked LinkedIn for mutual acquaintances.• Put together your packet – may be different

for different types of professionals.• Confirm the day before. Reflect warmth and

enthusiasm in your voice.

Preparing for the Meeting





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Your Synergy Packet

USE A HIGH QUALITY FOLDER – BRANDED IF POSSIBLE © 2014 Lawyers with Purpose,

LLC



Determine if there is a Synergistic future with the professional by examining their details, standards, and performance to see if there is a “good fit.” Identify if this potential referral source will be a prince or a frog, and set a next action.• Was there Synergy (Chemistry)?• Do you want a second date?

Synergy Meeting (aka First Date)


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• Have attorney do a brain dump after the meeting. You need personal details as well as professional details.

• Have the attorney “rank” the professional. Are they a prospective “My Ten” or “My Key” or do they just go on your mailing list?

• Get follow up actions/next actions from attorney.

• Follow up to make sure they attend workshop and send over two case samples to do an Asset Protection Analysis Letter.

• Be their blind spot and support them.

• Use the 5 Questions handout.

After MeetingFigure Out What Works For You Both!


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For the RMS portion of your Weekly Marketing Meeting you will need:• This week and next week’s Relationship

Meeting Focusers: The first documents the results of this week’s RMS

efforts. The second identifies ALL RMS™ meetings in the

coming week.

• Your “My 10” focuser• Your monthly marketing calendar(s)

Weekly Marketing Meeting



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Strategy Meeting To plan a joint project

or task such as:• Workshops• Presentations• Community Workshops• Training (continuing

education) Discuss:

• Date and time• Venue• Budget• Advertising• Targeted audience

Relationship Review

Nurture or Maintain a relationship;

Get relationship back on track; or,

Try Relationship CPR.

Other Types of RMS Meetings



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1. RMS can blow the roof off your revenue goals. 99% of your success with it is in the follow up.

2. The very first step in implementing an RMS is a 100% commitment of all involved team members.

3. A weekly Market Meeting is fundamental to the success of the system. Follow up. Be the attorney’s blind spot and figure out what works best for you’re firm.

4. You must see the value and have a “Do or Die” attitude.

Declaring Intent



DebriefPlease Complete Evaluation

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Tar rms final

Business

professional details

professional relationships

synergy meeting

serious meeting

meeting figure

serious working meeting

coffee date

synergy packetuse