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Remember to….

Have you…..

1- Logged all referrals that?
-spun off from a received referral or referral source intro
-came from a visitor (log the referral from member who brought that guest)

2- Setup face-to-face meetings with?
-your top referral source in the group
-members you haven’t received a referral from in 4-5 months
-members you haven’t sent a referral to in 4-5 months

3- Invited a guest recently?
-Don’t overthink […]

Not Getting Enough Referrals

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.  […]

Keep Going

I enjoying running.  It is where I clear my head, burn off stress, come up with new ideas (most of these article ideas are created on a run), & in general get my mind right.   Often times when I’m on a run I am either really energized or extremely tired.

When I’m energized I often visualize myself chasing my competition […]

Steps in Giving a Referral

Our goal when we give a referral should be to always set it up as well as we can for all parties involved (prospective customer and the referral recipient).   It is important to try to set things up properly on the front end to avoid confusion and to make sure giving the referral makes you look good.

Here are […]

Guest to Member….The 9 steps that typically happen

I get asked a lot, what are the steps normally involved in guests becoming members?  Or what should it look like?  Let’s run through the 9 steps that are normally involved .

1.       They Get invited
It starts with an invitation.  Guests don’t show up on their own.  Our groups operate by invitation only so everyone that visits a meeting is […]

As your guest volume grows…

Groups often ask me for advice and tips on how to handle things as their guest volume grows.  Some groups borderline freak out and don’t know how to handle a lot of guests.  Don’t freak out.  Your chapter meeting agenda is built to handle guests providing that you run a timer to keep things moving along.

Keep in mind that….. 

Not […]

Our group has Tripled in Size & Referral Volume has Quadrupled (An Interview with Stephanie Preston)

This education blog content comes from an interview with Stephanie Preston.  The group she is in (Lex9) has tripled in size and referral volume has increased 4.5 times in the last 18 months.  Stephanie is a market leader with BB&T in Lexington, KY.

Question 1(Bart):  Stephanie you told me at a meeting last year that you’ve gotten a lot of […]

What message are you sending when you say: “I’m busy!”

I have a good friend Liz who owns a successful business that operates in over 25+ states.  She and I think a lot a-like on relationship building.  A response that has always bothered both of us is was when people respond with “I’m so busy” to the question of “How are you doing?”

Almost anytime we’d hear we’d both look […]

Getting Face-to-Face meetings scheduled when you are busy…Try these scheduling tips

Face-to-Face meetings are the #1 driver of referrals in our groups.

We want busy successful people in our groups. The ability to attract and retain talented business professionals is one of our main goals. I’ve observed over the years that some of our busy members struggle with scheduling enough face-to-face meetings to participate at the level that they want.  Their […]

Finding balance between being too loose & too rigid in your meeting

Before I started The Referrals Group the smartest thing I did was to seek advice on our business model from over 55 people that I thought were smarter than me.  It was a great exercise for me and shaped philosophically how I tried to build groups from day one.

I came from an environment where every member had to participate […]

When you have Momentum…Embrace it!

Members want to be part of successful, thriving groups.  To get a group clicking you have to embrace the process and master the fundamentals.  Then one day it all clicks.  The meetings are more fun and referral volume goes up.  Occasionally I’ve seen groups waste momentum, because they relax too much when they get there.  I encourage you as […]

Wanna Grow Membership? Get Better

Wanna grow?  Get better.

Groups tell me all the time that they want to grow.  My advice to them is sometimes counter intuitive.  I  tell them that in order to grow you need to do four things while simultaneously increasing your invitations to prospective members.
1- Focus on generating referrals for existing members
2- Run great meetings
3- Increase your face-to-face […]

What Should I do for my Next Presentation?

I often get asked, “What do you recommend I focus on for my next presentation in my group?”

Over the last decade I’ve seen a lot of great presentations.  I’ve seen a lot of poor ones as well, and  I’ve noticed some themes and topics that have consistently been more effective.

Begin with the end in mind.   The most effective […]

Structuring your 45,60,90 second

I recommend structuring your commercial in the following format: 

     I.  Basic Intro (5-7 seconds) 
    II. Tell us how to help you (25-75 seconds)

Now let’s break this down in greater detail.

Section I- Basic Intro
When guests/fairly new members are in the room I think this is important to reinforce.  Think of it as 5-7 seconds.
For example I normally say:  “Hi, […]

What can I realistically expect from my membership?

I often get asked by members, “What can I realistically expect from my The Referrals Group membership?”

I believe you get out what you put into anything you are involved in.  I also believe you should have realistic expectations.  It is a tough question to answer, but I start by saying that our program, when worked properly, creates an opportunity […]