My client landed his first billionaire client this week. Here’s how:

As your read this, focus on:

a) The energy it projects

b) The cumulative individual ingredients shared because at the end of the day, the top people In your network are going to vibe off what they sense about you.

1. This is a given, but yes, he has the expertise, and he chose to work at a company that would surround him with people who could answer all his questions.

2. Ask high-level questions of the top potential referral sources you meet.

Why? This shows them you are already swimming in their waters.

They can also see their younger selves in Nick. And he is an expert humble enough and open to learning from them. Candidly this plays to their egos and is also a sign of respect.

I’ve got to add that a common gripe of Baby Boomer and Gen X professionals is that younger generations don’t think they have to earn their stripes to get the full rewards. Nick talks their language.

3. Wins allies by showing that you share similar values to your top referral sources.

This is worth your time: What do your top prospects and referral sources value that you value?

Like attracts like.

Who aligns with your personal and professional goals?

People don’t hire me because of my looks or where I hang out. (I wish my kids thought I was cool, but sadly they’re almost teenagers and don’t anymore.) I notice that my clients have remarkably aligned values, goals and lifestyles to me.

Is it the same for you?

Their family means the world to them. They’re crazy about their kids. They are mindful of their health - not least because it makes them better versions of themselves and better providers for their families. They love helping people and they always want more positively challenging work and bigger business opportunities. None of them have time to watch much TV. They take nice holidays and enjoy quality restaurants.

One last point: this also includes sometimes offering guidance and support without being paid. Often this is what tips relationships into raving fans.

4. Volunteer at events where you can meet the right referral sources and get to know them.

That’s how he met one of his best referral sources who only works with billionaires. Nick currently gets his “table scraps” (which means their children) – but these are the people who will inherit the fortunes. Many of you reading this are doing this already and could probably strategise much more about to win the children’s business.

5. Build a reputation as being good with challenging, pushy personality types and complex cases.

Let’s face it, a self-made business owner who builds a $5-10m business thinks and acts very differently from the average person on the street. Self-made billionaires?! Many feel they can play life by their own rules and laws.

The good news is most of you aren’t looking for billionaires. Here’s what is also true of Nick and are areas for you to focus on:

6. Exude the right balance of humility, caring, calm confidence, and complete authenticity.

Nick is comfortable in his own skin enough and confident in his own ability to generate new business to know which battles to fight. He maintains his integrity and does not compromise his personal values for professional success. I know this sounds obvious but talk to any high level professional and they know people who failed this test.

He understands the nuances of when to be assertive and when to play second fiddle – especially with potential referral sources and big prospects, many of whom have big egos.

7. Position yourself as number two.

Until I coached Nick, I didn’t give this strategy enough respect. Nick is positioning himself to be next in line to inherit many ultra-wealthy families in his city.

His centres of influence are at multiple firms, and he is very strategic and consistent about nurturing these relationships (you can do the same).

8. Target a variety of the right referral sources.

a) Nick has positioned himself with people who either can't take on more clients or who are older and not interested in growing their book of business.

b) He targets professionals in other industries who swim in high level ponds. They use him for free expert advice so they can ask their big prospects questions their competitors don’t know to ask, and he gets their referrals. “We go hunting together.”

c) Nick focuses on very wealthy people (in general) who are social and influential (you can apply these traits to any network where you want more business)

9. Follow up on all actions promptly and effectively.

(I now this sounds banal but isn’t that one of your own daily frustrations at how few people actually do follow through exactly when they say they will?)

10. Be willing to share your network.

How often do you give referrals? Think hard. I find many people think they refer out often but really don’t. This is the wrong energy.

Many people at the top hold on tight to their (admittedly) hard-earned relationships and then get frustrated that they don't ever get given anything.

11. Be really enthusiastic about what you do

This infectious energy is a business magnet. And, yes, you can be this way at ANY age. I see this as a common trait among clients of mine including those closing on 60.

The higher the level you want to go, the devil is in the details. Think Four Seasons versus Mariott. I urge you to identify the next step for you to show the next level of energy and confidence to go after bigger business.

Want to refine your referral energy? Let’s connect.

Matt

Copyright Matt Anderson, 2025