Becoming a Rainmaker by Speaking

Aug 11th, 2008 | By | Category: Marketing With Speeches

If you’re a typical bookkeeper or accountant trying to build your practice using the traditional methods of networking and referrals, you’re probably struggling day after day and not getting the results you need.

Your competition has probably already positioned themselves in your community as the small business “expert.” You see their name in every seminar announcement from the local community college, or in the newspaper as a speaker at almost every Rotary or Kiwanis club meeting. And you wonder how they did it. How did they position themselves as the “expert?”

It wasn’t some acclamation from “on high,” or any special education or training that you weren’t privy to, it was their recognition of and implementation of what many professionals refer to as “Rainmaking” skills. They learned that being recognized as an expert involves producing materials that are perceived by the public as conferring authority on the creator … the written and spoken word! It was merely the manipulation of the public perception.

Most people are afraid to get up in front of a crowd and talk. Still others don’t think they can write. The rest find one excuse or another to avoid taking the steps required to achieve their goal of being recognized as the local “expert.”

One of the easiest ways for a practitioner to overcome their fear of public speaking is to start with a small intimate group such as a mini-class or a small intimate seminar. And sticking to “what they know” also helps to relieve much of the stress. That is how many successful “Rainmakers” start, by giving small intimate workshops in their field of expertise.

As an accountant or tax professional, you will have developed much of the knowledge that small business owners in your community are seeking. With that in mind, it should be an easy task to begin making notes or comments on business and tax saving ideas and then organizing them into some semblance of order. The first thing you know, after doing that, is that you will have accumulated a vast storehouse of knowledge that you can easily convert into training materials, reports, articles and even a book.

Starting with a small intimate workshop or training program for people you already know, such as your existing clients, or even family and friends will lower the stress level significantly.

You can start the planning for your workshop or training program by stating a piece of knowledge or information that you to pass along. If you do not have a clear idea of what you want to teach or explain, then your first step becomes one of determining what a good objective would be.

Your objective needs to be focused on what your clients, and others like them, want to know … even if they don’t know what they want to know. Unfortunately, sometimes you don’t know what your clients and prospects want to know, which leads to your having to do some research.


The objective of your research may justify some thoughts you have or it may modify the thoughts you have had on a particular subject.

There is no need to collect a mass of information at this point. All you are trying to do at this point is to determine the usefulness and appropriateness of the information you find on topics you know and use in your every day work. Collecting a mass of information without a clear objective will be a waste time and energy. The objective should determine the research needs, not the other way around.

Once you have been able to determine an objective for the training you intend to give, then you will want to start collecting materials together and do additional research. The first place you will want to draw from will be your own experiences, the notes you accumulated over a period of time. You can also draw on the experiences of others that you have acquired through conversation and interviews, and through written or observed material.

When you have clearly defined an objective that you are comfortable with, your first step is to see what you yourself know about the topic. Your knowledge will be important, and will point to gaps in your knowledge where you need to do further research.

Next, you want to draw on the experiences of others. People you know in your industry, or who are involved in the topic you have selected may help you clarify your thinking about the topic, giving you facts, testimonials and suggest other places to look for answers.

But, while interviews, conversations and personal experience may provide valuable content for your sessions, you will need to do additional research elsewhere. If you have targeted your objective and the subject for your workshop or seminar, then the next steps in your research will be easier.

Kirk first published this article at Ezine Articles on . You can continue this article at the Instant Practice Builder.

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