If you are reading this article, and if you are a frequent reader of this blog…I think it is fair to assume that you consider yourself a “reader.” You like to keep up on current ideas and information. You are interested in learning and in turn can pass on that learning to the clients that you serve. This is a real key to success.

Well, for you readers out there here is a very simple idea that can work for you. As you collect materials for reading, listening and watching, establish a lending library for your clients. When you go out to see them or they come to see you and discuss a particular topic, lend them a reference material on that topic.

Third-party materials that support your ideas can have a great effect on your clients. You will also find that they are surprised that you have such an extensive library and this will reinforce the idea that you are a professional there to serve them.

Be sure that the material you use coincides with the ideas and opinions of your practice. This of course means you have to read it first, but since you are a “reader” this should be easy to do.

This is just one more weapon in your client service arsenal to stimulate referrals.