Trusted Professionals

Last week I published “Inbound Networking – RainMakerMaker Style“.
I received this inquiry through LinkedIn. “I would like to do what you´ve offered concerning Peter Caputas collaborative group idea: With your help I want to lead a group that generates SALES using Inbound, Social and Referral Networking.
I replied with five questions including, ‘Have you chosen your “1-2 professionals that you trust”?
I was a little surprised at the reply. “What do you mean with: 1-2 professionals that you trust?
Honestly, I thought that everyone would get that. Let me explain.
Think about all the people that you’ve ever met.
Some you didn’t like. So, take them off the list.
Some you liked, but they didn’t like you. So, take them off the list.
Some don’t work. Aren’t good at something. Don’t have principles that align with yours. Are too focused on doing what they do for their clients that they aren’t considered and don’t want to be resources for their clients. Take them off the list.
What you’ll have left are a few professionals that you trust. Two of mine are Marshall Katz and Steve Groccia.
Marshall’s wife went to nursing school with my wife. He bought Cutco Cutlery from me almost 40 years ago and referred me to others. He became my insurance agent back then and I referred him to others. Our kids grew up together. We vacationed together. It’s natural that if anyone has an issue with insurance, I refer him.
Steve and I met when our sons were involved with youth sports. He introduced me to Rotary. He’s like no commercial banker that I’ve ever met. One day, I was in his office and he asked me if I would try to help a few of his customers. I left with a dozen business cards. EVERY ONE of those people said that if Steve said that they should talk with me, they would and almost every one of them became a client of mine. The next time I was in Steve’s office, I thanked Steve and asked him how I could repay him because business owners don’t switch banks every day. He replied that I should refer him when appropriate and (this is important) I should take very good care of his customers!
Get that. Don’t worry about him. Take care of his customers!
So, as a result of the way they live, Marshall and Steve have a huge number of people that trust them and are called upon for advice even if it’s not in their area of expertise. Why? Because the people that ask them for advice expect that they will associate with other professionals with the same standards. When they steer me in the direction of someone, the bar has been set and the deal is mine unless I screw it up.
So, who are your two and do you want my help to start an inbound networking group with them?
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