Leverage existing A clients and your Centers of Influence • Make your A-Client Profile. • Who to ask. • How to ask. • Review contact lists and compare your A-Client Profile. • Use an Agenda and Quantify your Value. • Coach Clients and Centers of Influence how to favorably introduce you. Learn more at www.inknowvision.com

1. Favorable-Introduction Process
Following is a summary of the Favorable Introduction process.
- Develop your Ideal Client Profile.
- Select who to ask—the helpers, who trust you and have influence.
- Determine how best to ask—set the stage.
- Share your Ideal Client Profile.
- Use memory jogging techniques and list prospecting—cell phone, linked-in, face-book, etc.
- Gather referral names from your referral source.
- Prioritize and pick the best-qualified opportunities.
- Obtain favorable introductions from your referral source.
- Use the Four-Step Telephone Process to obtain an appointment.
- Track and report your results.
- Coach and practice to maximize results.
- Repeat the process.
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means, electronic or mechanical, including photocopying, recording or any information storage and retrieval system now known or hereafter invented,
without written permission from the author, except for a reviewer who may quote brief passages in connection with a review.

2. Ideal Client Profile — Sample
During these turbulent financial times, we are focusing our practice to help more
Preferred Clients (like you), to achieve their vision and goals of their ideal future.
Our Preferred Client, like you…
- Is a helper and enjoys making a difference in the lives of others.
- Cares about family and community.
- Has high integrity and values.
- Seeks expert counsel.
- Wants to enjoy the fruits of their hard work.
- Is serious about achieving the freedom that comes with financial security.
Who can you introduce us to, who…
- Has an income of at least $ — or a net worth of at least $ — ?
- Is the most financially successful person or couple you know?
- Owns a business with — to — employees, with succession planning issues?
- Has at least $ — in their retirement plan or investable assets of at least $ — ?
- Is doing well with their financial goals, but is always open to new ideas to enhance their plan’s performance?
We also form partnerships with other professionals and help them expand their business.
Who comes to mind that you would like us to help and is a successful…
- Professional, such as a CPA, attorney, banker, realtor, loan office or business-focused property and casualty agent?
- Business professional, such as a CEO, president, CFO, comptroller, vice-president or human resources director?
Please list the names and telephone numbers of friends, relatives or business associates who fit the above descriptions
and to whom you would like to introduce me. I will handle your referrals and introductions in the same discreet and
professional manner that you enjoy.
Thank you for taking the time to help others reach their financial goals.
Producers Name Telephone Email
1.
2.
3.
Referred by Telephone/Email
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means, electronic or mechanical, including photocopying, recording or any information storage and retrieval system now known or hereafter invented,
without written permission from the author, except for a reviewer who may quote brief passages in connection with a review.

3. Who To Ask — Workshop
REFERRAL SOURCE TOP-TEN LIST
TRUST—HELPER—INFLUENCE
Name Occupation Retired Yes / No
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
Your list will grow to encompass the entire top 20% of your referral sources. Begin at the top to leverage your best
relationships with the people with whom you feel most assured. This will help all parties experience immediate success,
and will build your confidence and your belief in the system and process.
From your top-ten list, select your three best sources with whom to begin: people who are fun to work with and
who want to help you and others succeed.
1.
2.
3.
NOTE: A realistic goal would be to obtain a minimum of three Qualified Referrals and Powerful
Introductions from each of your referral sources.
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means, electronic or mechanical, including photocopying, recording or any information storage and retrieval system now known or hereafter invented,
without written permission from the author, except for a reviewer who may quote brief passages in connection with a review.

4. Referral Leverage Points And List Prospecting — Workshop
Customize a Referral Leverage Points and List-Prospecting sheet for every referral source. Begin with your #1
referral source on page 4.
Name Telephone
Occupation (If retired, previous occupation.) Current client Yes No
Write an opening list-prospecting dialogue statement on how you will approach this referral source.
Identify six unique referral leverage points and/or list-prospecting opportunities for this referral source, based on
their occupation, position in life, hobbies, associations, etc.
1.
2.
3.
4.
5.
6.
NOTE: If you are unable to identify six unique referral leverage points, take the opportunity, when
meeting with your referral source, to inquire about the associations, groups, clubs and organizations to
which they belong, as well as their hobbies.
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Copyright © 2012 by Mark Sheer Seminars, Inc. All rights reserved. No part of this material may be reproduced or transmitted in any form or by any
means, electronic or mechanical, including photocopying, recording or any information storage and retrieval system now known or hereafter invented,
without written permission from the author, except for a reviewer who may quote brief passages in connection with a review.

5. Four Methods Of Introduction — Samples
Method 1: In-person introduction
Method 2: Three-way telephone introduction
Methods 3: Messages — E-mail, voice-mail, fax
Methods 4: Letter of endorsement
InKnowVision/GMAC/2012 6
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means, electronic or mechanical, including photocopying, recording or any information storage and retrieval system now known or hereafter invented,
without written permission from the author, except for a reviewer who may quote brief passages in connection with a review.

6. Four-Step Strategic-Alliance Process
Following is a summary of the four-step strategic alliance process.
1. Build Personal Trust using the Agenda.
2. Develop Client Engagement Trust so the Strategic Alliance is comfortable with how you work with business and
affluent clients and add value.
3. Help your Strategic Alliance identify suitable business clients using your Ideal Client Profile.
4. Coach your Strategic Alliance how to favorably introduce you to suitable business and affluent clients and gain
the new client meeting.
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Copyright © 2012 by Mark Sheer Seminars, Inc. All rights reserved. No part of this material may be reproduced or transmitted in any form or by any
means, electronic or mechanical, including photocopying, recording or any information storage and retrieval system now known or hereafter invented,
without written permission from the author, except for a reviewer who may quote brief passages in connection with a review.

7. Appointment Agenda For CPA/Professional Partner — Sample
Prepared for (CPA/Professional Partner) Date of call/meeting
By (Advisor) Telephone/e-mail
When we meet/talk we will complete this as thoroughly as possible so we can assist you to reach your highest
level of success in your business—as you define success.
- What are you looking to further develop in your practice?
- Describe your Preferred Clients and the type of work you do for them.
- Please share with me your vision of integrating financial planning services into your practice.
- What are your growth goals for the next 12 months?
Check the services, and value-added Ideas that could
best assist you to achieve your vision of your practice.
 Strengthen relationships with your Preferred Clients  Introductions to new Preferred Clients
 Provide results-proven value-added financial  Introductions to and from
planning services other professionals
 Annual review system for clients and special projects  Value billing
 Advanced sales ideas and technical support  Client seminar assistance
During our appointment we will:
- Quantify the value of developing a partnership.
- Explore your decision-making and due-diligence process to determine the best method of developing a mutually
beneficial partnership.
- Discuss the next step in our process.
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Copyright © 2012 by Mark Sheer Seminars, Inc. All rights reserved. No part of this material may be reproduced or transmitted in any form or by any
means, electronic or mechanical, including photocopying, recording or any information storage and retrieval system now known or hereafter invented,
without written permission from the author, except for a reviewer who may quote brief passages in connection with a review.

8. Weekly Introduction Activity Tracking
Complete this tracking sheet and e-mail it every DATE and for the duration of the program to
mark@marksheer.com,
Name Date
Weekly Total Achieved Total Achieved
Client Activity Goal This Week To date
A Clients contacted using Client Profile
Professional Partners contacted using Client Profile
Total introductions received
Total introductions contacted
Appointments arranged
Appointments kept after arranged
New clients obtained
Comments, objections, obstacles, concerns and success stories (please complete this section every week):
What will you do differently this week to improve your results?
What agenda items would you like to cover on the next coaching session?
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Copyright © 2012 by Mark Sheer Seminars, Inc. All rights reserved. No part of this material may be reproduced or transmitted in any form or by any
means, electronic or mechanical, including photocopying, recording or any information storage and retrieval system now known or hereafter invented,
without written permission from the author, except for a reviewer who may quote brief passages in connection with a review.

9. InKnowVision and Mark Sheer invite you to
MASTER THE PROCESS!
Register today for the advanced coaching program that will
enhance your results and help you reach your vision and goals!
Get More A Clients
 Develop and leverage Professional Partnerships
 Create and effectively use your A-Client Profile
 Determine Who To Ask—A-helper clients
 Learn how to ask—your unique custom approach
 Obtain favorable introductions to A clients
 Engage more A clients
 Maintain your flow of A-client opportunities
 Earn money, save time, have more fun!
 Practice and effective delivery are critical!
Presented by
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Copyright © 2012 by Mark Sheer Seminars, Inc. All rights reserved. No part of this material may be reproduced or transmitted in any form or by any
means, electronic or mechanical, including photocopying, recording or any information storage and retrieval system now known or hereafter invented,
without written permission from the author, except for a reviewer who may quote brief passages in connection with a review.

10. Register today for an advanced Get More A Clients
Small Group Coaching Program.
Program includes:
- Four 90-minute group telecoaching sessions, approximately every 3 weeks, to share best practices and
successes, answer questions, practice and maximize results.
- All telecoaching sessions will be recorded for future playback.
- Summary of all telecoaching session and assignments for the next session will be provided.
- Weekly tracking and reporting of goals, activities and results for review and suggestions for
improvement by Mark Sheer to ensure you reach your goals.
- Unlimited e-mail access to The Sheer Team Monday through Thursday 9:00 AM - 4:00 PM Pacific Time,
for customization of letters, scripts, objection tracks and any other required documentation for the
duration of the program.
- Materials include Get More A Clients!! MP3, e-transcript and e-workbook.
Investment: $1,950 per participant for 6 to10 participants.
 YES! I want to register as an active participant in the Advanced Get More
A Clients Small Group Coaching Program.
 I would like to pay in full. Please debit my credit card $1,950 upon receipt of this registration.
 I would like to pay in 3 monthly installments of $675 per month. Please debit my credit card $675
upon receipt of this registration and $675 for the next two consecutive months.
Name Telephone
Company E-mail
Address City State Zip
Credit Card number Exp. Date
Signature Date
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Copyright © 2012 by Mark Sheer Seminars, Inc. All rights reserved. No part of this material may be reproduced or transmitted in any form or by any
means, electronic or mechanical, including photocopying, recording or any information storage and retrieval system now known or hereafter invented,
without written permission from the author, except for a reviewer who may quote brief passages in connection with a review.

11. Register today for an advanced Get More A Clients
Custom One-On-One Coaching Program.
Program includes:
- Eight 60-minute telecoaching sessions, approximately every 3 weeks, to share best practices and
successes, answer questions, practice and maximize results.
- All telecoaching sessions will be recorded for future playback.
- Summary of all telecoaching session and assignments for the next session will be provided.
- Weekly tracking and reporting of goals, activities and results for review and suggestions for
improvement by Mark Sheer to ensure you reach your goals.
- Unlimited e-mail access to The Sheer Team Monday through Thursday 9:00 AM - 4:00 PM Pacific Time,
for customization of letters, scripts, objection tracks and any other required documentation for the
duration of the program.
- Materials include Get More A Clients!! MP3, e-transcript and e-workbook.
Investment: $9,850 per participant.
 YES! I want to register as an active participant in the Advanced Custom-Coaching One-On-One
Program. Please debit my credit card $9,850 upon receipt of this registration
 I would like to pay in 3 monthly installments of $3,300 per month. Please debit my credit card
$3,300 upon receipt of this registration and $3,300 for the next two consecutive months.
Name Telephone
Company E-mail
Address City State Zip
Credit Card number Exp. Date
Signature Date
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Copyright © 2012 by Mark Sheer Seminars, Inc. All rights reserved. No part of this material may be reproduced or transmitted in any form or by any
means, electronic or mechanical, including photocopying, recording or any information storage and retrieval system now known or hereafter invented,
without written permission from the author, except for a reviewer who may quote brief passages in connection with a review.