I often get asked, “Why am I not getting referrals?”

It takes me back about a decade ago when  I was working with someone in a group.  In year one, he got one referral.  They didn’t trust him yet.  In year two, he got a lot more referrals including a HUGE referral that resulted in a over a $30,000 commission.  In year 3 it snowballed….he got a ton of referrals.  He is still in the same group today.

It takes some members longer to get results than others, but the process is the same for all.

Goal #1- Build relationships and trust.  You do this by:

-Being clear in your presentations, face-to-face meetings, and 30-90 second commercials weekly about how we can help   you.  Be prepared.  It matters. People notice if you aren’t.

-Being realistic.  Trust and relationships take time.  It won’t happen in 4-6 months.

-Doing what you say you will do

-Activity:  Attend the meetings.  Do face-to-face meetings.  Follow-up on referrals in a timely manner.

-Give referrals to get referrals.

You slow the relationships building process by:

- Missing a lot of meetings

- Not logging referrals using the software.

*Logging referrals drives dialog.  Dialog creates future opportunities. 

- Having a short-term mindset

- Rescheduling a lot of face-to-face meetings

- Not using member marketing planner

- Acting like you are more important or your time is more valuable than other members.  It crushes your reputation.

 

Goal #2- Once strong relationships are established focus on pro-actively promoting each other.

-Use your marketing plan to find ways you can create repeatable processes to actively promote other individual members.

-Track your results.

-See how things are working with key referral source members at least quarterly.

-Continue to find ways to motivate your referral sources.  Remember to always say thank you.