Richard Wilson: repeating a CPA referral pattern
Richard's finding-investors module returned to an investment manager who already had a referral relationship with a CPA. He used the relationship to explain how one working route could suggest the next search.
The existing relationship supplied the pattern
Richard described an Indian investment manager whose Indian CPA referred clients from the same community. The manager then looked for other accountants who could serve a similar referral role.
The search followed an observed connection
His example began with a relationship already working for the manager. He used it to discuss finding more people serving the intended investor audience.
In Richard C. Wilson's words
"finding more Indian CPAs that could refer Indian clients" (Richard C. Wilson, recorded Rainmaker Series module)
How to use this
- Document how an existing referral actually reached the business.
- Look for comparable professional relationships serving the intended audience.
Questions and answers
What existing relationship shaped the search?
A CPA who referred clients to the investment manager.
What did the manager seek next?
Accountants serving the same prospective investor community.