The Law of The Gate Keeper states: The business professional that refers out the most business will create the most reciprocal referral relationships in return. Translation: The business professional who controls the lead or relationship wins the golden prize...the DEAL!!
Regardless of what you do, you should always look for relationships with other professionals because they can help you increase your own business and represent future referrals . The easiest way for you to develop relationships with the people you want to work with is to start off the relationship by referring new business to them. That is the secret of getting in the door!
Start with knowing what your own clients need. You need to first find out what your clients need, When you begin working with a client, ask a lot of "peeling the skin of the onion" questions, to get an idea of their needs. Are they happy with their existing real estate situation? Are they happy with their existing accountant, or their financial planner? Are they happy with their current insurance situation? Are they happy with their lender? Do they need to be introduced to people who provide these other types of services? 
The more you position yourself with your clients as an trusted advisor or conduit to professionals in other areas of finance and commonly needed services, the better off you will be in the long run. Always make sure that you remind your clients of your professional standing and value, if thats through the newsletters you send each month or the other creative marketing efforts you make, you want to always be the professional they seek advice from in your given industry. The more you make your clients aware that you wish to be an ongoing resource to them, the more they will use you and, in time, they will provide you with more business to refer out to other professionals.
Learn more about the professionals with whom you want to have a referral relationship. One of the easy ways to go about putting yourself in a position to refer out a business is to sit down with the parties that you desire to refer business to and ask them to educate you on how they would like you to represent them in a conversation. Ask them to provide you with the proper scripting you will need to refer business to them. You will find this to be a very successful appointment with the prospective strategic partner that you are seeking to align yourself with. When everyone understands each others business, then the true magic can happen.
Be the Gate Keeper of the lead, and the rest will take care of itself.
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