None of the old techniques work. They do not even get you in the door. To penetrate the barriers that professionals erect, it is imperative that you adopt a new process. The key features of this new process are:
- Recognizing that relationships will always preceed referrals
- Acknowledging that you cannot expect to develop those relationships by stalking your targets
- Understanding that for a relationship to grow, there has to be a common agenda
- Accepting the fact that relationships depend on multiple face to face meetings and require time to develop
- Believing that you can be a force for the good of your community, your clients, and your professional relationships, and that every step of the way can be a win-win-win for everybody.