How to get luckier with centers of influence

Luck is defined as “success or failure apparently brought by chance rather than one’s own actions.” The key word is “apparent” because it brings into play the fact that not all luck is random. A lot of luck can be managed. It is quite easy to get luckier, but the path is not always obvious.

So how can we create more luck with centers of influence?

Have a plan

It’s important to know whom you want as centers of influence and what you want to do with them before you start. Invariably, the people you want as centers of influence are busy people, and if you don’t know what you want, you’ll simply waste everyone’s time.

And let me assure you, the better the plan, the luckier you’ll be.

When I decided I wanted to find some new centers of influence to work with, my plan was simple:

I chose to target accountants. Why? Because in Australia they tend to be the most trusted financial advisors. Invariably, if an accountant tells his or her client, “You need to see Guy and get your insurance fixed up,” it happens. And just about everyone I talk to has an accountant they’ll usually introduce me to.

I wanted regular, targeted introductions. This meant that I had to design a structured program the accountants would like that would allow me to access the best opportunities at the time the client was most likely to say yes.

I wanted to be able to clearly show I was different from other advisors, which meant I needed unique ideas, stories and materials that gave me credibility and set me apart.

Network

It doesn’t matter if you’re the best in the world at what you do. If no one knows, no one cares.

So how do we get luckier with networking? By increasing the sample size. The more potential centers of influence you meet, the luckier you’ll become.

My initial plan to meet more accountants was simple. I would ask every client I spoke with to introduce me to his or her own accountant in favorable terms.

What did I say? I started by asking, “Julie, are you happy with everything we’ve achieved for you?” She would invariably say yes, to which I’d say, “That’s great. I want to make sure your accountant understands what we’ve done for you here. Do you have any objection to introducing us?”

When the client said, “I have no problem with that,” I’d reply with, “Thank you. We do a lot of work through accountants, and while I don’t know whether they have an arrangement with an insurance specialist, I’d appreciate it if you could mention how happy you are with what we’ve done for you. I know your accountant is a busy person. If you don’t want to waste too much time thinking about what to say, we’ve got a standard introduction email. Would that work for you?”

If they said yes, I’d send them an email that said, “Bob, I’d like to introduce you to my friend, Guy Mankey. Guy is an insurance specialist who not only cleaned up my cover but also saved me a small fortune in the process. I’d like him to bring you up to speed so you know what I’m doing. I also think you might find that some of his ideas could help some of your other clients who are paying too much for insurance and don’t know it.”

And then, “Guy, meet Bob. Bob has been my accountant for a number of years and a huge help with my business. He’s a good guy, and I think you’ll find value in meeting each other.”

That very simple script had me getting introductions on my terms. When I saw the email come through, I’d wait a few days to give the accountants the chance to call me first. When they didn’t, I’d call them and ask when they might have 15 minutes for me to buy them a coffee and let me explain our mutual client’s insurance to make sure they didn’t miss any tax deductions, and so they knew where to get me if they ever had a question.

From there, it’s a numbers game, but the person who has a plan and a willingness to persist with that plan will be the luckiest in the long run.

Guy Munro Mankey is a 17-year MDRT member from North Sydney, New South Wales, Australia. Hear more in the February episode of MDRT Presents: