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About Bart Giles

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So far Bart Giles has created 25 entries.

Mailbag v2

Time for another mailbag!  Questions in BOLD.

I wasn’t sure if I logged this referral correctly.  I don’t always specifically log each referral for closings.  Example:  I had sent 6 closings in October (with list of family names in notes).  Is it ok if at the end of the month I total up all the office closings and send them […]

Mailbag v1

This blog’s format: mailbag questions that have come in over the last month.  Questions in bold.

Bart our speaker no called no-showed at our meeting.  What should we do with the time block?  Also, we’d put a lot of effort into having guests and we had 3 that day.  Our member (Name removed) made us look really bad.  What should […]

Holiday season is primetime for referrals

Holiday season=PRIMETIME for referral generation opportunities.

In November & December as you go to holiday parties, family gatherings, office parties, Christmas plays, year end banquets, etc you will see people in a more casual setting.   Conversations will start with open ended questions like:  

“How are things going?  What is new?  How have you been?”

Have a good answer for the “How are […]

Creating Urgency

One of my favorite quotes is, “Be quick but don’t hurry,” from John Wooden the famous UCLA basketball coach who won 10 national championships.

Creating Urgency   
Nothing gets done without urgency.  Shorter timelines providing they don’t compromise quality are often better because they create urgency.

I spend a lot of time observing what makes our groups successful.  I find that our […]

Target Market Exercise

Building relationships is critical in developing relationships with referral sources/center of influence relationships.  The first step in referral relationships is often trust.  In order for people to refer to you they need to be able to:

1-   Trust you.  People refer and do business with people they know, like, and trust.
2-   They need to know your target market.

Let’s […]

By |August 22nd, 2017|Education|0 Comments|

Reaching your ideal membership size

A-     What is your ideal membership size?                                                                            _____
B-     Factor in attrition (20% annually)                                                                                 * 1.2
    […]

Run a Great Meeting

Back in March I talked about 5 key fundamentals that drive referrals: https://thereferralsgroup.com/referrals-fundamentals/
Quick Recap on what those are:
1-Face-to-Face meetings
2-Attendance Rate (above 80%)
3-Mindset, focusing on help others
4-Run a Good meeting
5- Grow membership to your ideal size

A lot of new groups do a great job in areas 1-3, which are extremely critical to the foundation of all groups.   I hear from a […]

Why do Groups Fail?

16% of groups we start won’t make it to the 24 month mark.  I’ve tracked that ratio since 2004.   Groups that fail usually struggle with at least 2+ of these areas.

1. Poor Attendance:
When attendance as a group is below 80% overall the meeting value gets diluted.  When they fall below 70% it is death sentence for a group.

Our […]

A few best practices from around the area

A few best practices I’ve observed the last few months at The Referrals Group meetings:

Speakers:
1-Share specific targets.  Recently, I saw a member share a list of 175+ specific targets he had wanted to meet.  He then focused on why he wanted these targets and how to introduce him.  It made it easy for the group to create referral opportunities […]

Increasing Referrals- The Fundamentals

When I was in college I was part of a fraternity.  It was one of the best learning experiences for me.  My freshman year the fraternity fell apart and went from 90 members down to 40.  A few of the upperclassman stayed and focused on helping build it back the right way.  Our consultant told us we needed to […]

How to talk about a referral- Referral Section of Meeting

The value of this section of our meetings is the dialog about.  We should learn from the referral giver and referral receiver the scenario, how the opportunity was identified, how it was tee’d up, an update on the status of the referral, and anything either side could of done better.

(Referral Giver): 

Mike-Financial advisor:  “I gave a referral to Suzanne.  […]

Reverse Engineering Team Success

Almost always the conversation with our new, existing, and struggling groups comes back to “I want to build (or be part of) a really good team.”   I think starting with the why and the how is very helpful and for this post I thought I’d let one of my friends Nigel Green share some of his experience and […]

By |March 30th, 2017|Education|0 Comments|

Don’t let the 5th week of the month mess you up

A large portion of our groups meet twice a month.  A common question that comes up when we are building groups is what we do if there are 5 (insert day:  ex: Wednesdays) in the month?    Well if you meet the 1st & 3rd Wednesday of each month then you simply have a 3 week gap on those […]

How to prep for your meeting

Here are the things I recommend you doing to prep for each meeting.  Prepping for 3 minutes will get you mentally engaged and thinking about how you can add value at the upcoming meeting. When all members do a little prep it usually makes the meeting more valuable and drives engagement.
Pre Meeting Checklist
1-Log and update any referrals in system
2-Read […]

Self-Evaluating your Referral Report

Groups often ask me to come in and go over the last 3,6, or 12 months worth of  referral data off the referral report and tell them:
-what do you see?
-where can we improve?

I start with the”Referral Report”for the last 12 months and look at these areas:
1- Referral Close % What is the referral close %?   For groups 18 […]