After five years of non-existent prospecting, Mankey decided to rebuild his clientele through center of influence (COI) relationships. The results over the past 15 months have been overwhelming, including more qualified introductions than he can even handle. Hear how he found and opened discussions with the COIs, convinced them he was someone they wanted to introduce their valuable clients to, and kept the relationships and introductions flowing. Learn how you can increase sales with COIs as Mankey shares examples of typical communication, follow-ups, and the nuts and bolts of maintaining the relationships.
