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jbartongiles

About Bart Giles

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So far Bart Giles has created 42 entries.

How to prep for your meeting

Quarter 2 of each year is a busy time for our groups.   Over the last 4 years referral volume has increased by 34%+ from Q1 to Q2!  When things are busy in a group a few minutes of prep help make the meeting more valuable.  Here are the things I recommend you doing to prep for each meeting.

Prepping for […]

Are you holding yourself and/or your group back?

Every group has some members who:

Are hold themselves & the group back
Are Takers
Act “Too Cool for School”
Act More Important Than Everyone Else
Are Really Busy! (usually they aren’t any busier than you are)

Everyone notices the signs:

They email 24 hours before the meeting, “Hey all – Love you, but a client called. I have to be there.”  Message:  Y’all ain’t that important to […]

Tips on Staying In-Touch with your Contacts

You want to stay in touch with your customers & referral sources/COIs (Centers of Influence) because you want to build and maintain relationships long-term.  Referrals are the byproduct of the relationships we build.   Here some tips on staying in touch.

Have a process to stay in touch
I know a realtor who dials the alphabet in his phone.  He calls every […]

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 […]

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, […]

3 Things You Can Control in Recruitment

Things you can control
1-    That you invited someone
2-    You run good meetings
3-    That you follow a consistent process with all your guests and prospective members.

You can’t control
*If/when a guest responds, attends, is interested in your group, and if the rest of the group thinks they fit.  For those reasons don’t overthink your invitations.  Just invite.

Let’s break this down a little […]

How to talk about a referral- Referral Section of Meeting

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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 […]

Guest to Member….The 9 steps that typically happen

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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 […]

5 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 […]

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 […]

Self-Evaluating your Referral Report

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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 […]

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 Success in your Group- Interview with Brad Schooler

This education blog content comes from an interview with Brad Schooler a mortgage lender.  Brad has been in two groups in (Lex19 & a group that failed).  In this interview he talks about his successes & what makes a group thrive from his perspective.

Question 1(Bart):  Brad, you’ve had great success since becoming a member.  You’ve given 46 referrals in […]

Life Changing Events Create Referral Opportunities

Life changing events often times create referral opportunities.  They may be
Events like:
-Marriage
-Having Children
-Divorce (personal or business)
-Death
-Mom/Dad grandparents going to nursing home
-Job promotions
-Kids going to school
-Becoming a partner in their company

All members should have a short list of 5-7+ life changing events that trigger referral opportunities for you.  Then, you have to train […]

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 […]