I can’t honestly remember where and when I first heard about the Know-Like-and-Trust Factor (who knows, I probably think I invented it! Ha!) It’s so ingrained in my way of thinking about networking, Client Attraction and Closing the Sale, that I take its origin for granted sometimes.

1. Get more clients using the “know-like-trust” factor
I can’t honestly remember where and when I first heard
about the Know-Like-and-Trust Factor (who knows, I
probably think I invented it! Ha!) It’s so ingrained in my
way of thinking about networking, Client Attraction and
Closing the Sale, that I take its origin for granted
sometimes.
But as you can see, I apply it to everything. It just works
so well that you too will want to apply it to your way of doing everything from now on.
OK, so what is this Know-Like-Trust Factor and why is it so crucial to effective Client
Attraction and networking?
Well, have you noticed that what sometimes stops us or slows us down in the process of
working with someone is often that we don’t know much about them, we don’t know if we like
them yet and we certainly feel hesitant about working with them because we don’t feel we can
trust them yet?
This Know-Like-Trust Factor runs much deeper than you are probably aware of. When you
don’t like or trust someone, do you feel comfortable giving them your money and putting
yourself in their hands? Nope, I didn’t think so. We give business to those we like and those we
trust and never the opposite. Simple as that.
Now, that being said, we have a greater likelihood of attracting lots of new clients and referrals

2. from those who already know us, like us and trust us, and many times this means former
colleagues, family and friends, people already in our life.
People who know us, like us and trust us automatically become ADVOCATES for us.
These people can attest to you as a reliable person and can probably rave about your services if
they’ve experienced them.
This is extremely valuable and should not be overlooked when building your practice and
setting out to attract new clients through networking.
Your Client Attraction Assignment:
Start by thinking about those people whom you know, like AND trust. Don’t you find it easier
to send them referrals than those you don’t?
Shift your thinking to create relationships, over the long haul, with the main objective being
TRUST. Take every action to make this happen and you’re on your way to becoming a veritable
Networking Guru.