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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 […]
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 […]
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 […]
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 […]
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 […]
“Everyone has a plan until they get punched in the mouth.” – Former undisputed world heavyweight champion, Mike Tyson
Every group goes through adversity. I want our groups to be able to handle challanges that arise with confidence. Groups that don’t freak out or fold when something happens are our strongest groups. Our strongest groups generate the most referrals, income, create […]
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 […]
Paradoxical Commandments
Last week I was sitting in Friday morning mass at our kids school. Fr. Paul’s homily was focused on Luke 7:18-30 about Jesus giving John The Baptist the benefit of the doubt. It was a timely message for me. The homily got me thinking about business, our groups, and the consequences that arised from times I rushed […]
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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 […]
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 85%)
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 […]
Years ago I used to overthink setting up a introduction between two people. As a result of over complicating it I didn’t do it as often as I could because it would take too much time for me to figure out the “perfect way” to setup. Along the way I learned that if I keep it simple it I’ll […]
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 […]
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 […]
20+% 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 […]
4 Big Things for the next 60 days
Summer is always busy. Every season is, but during June & July I find our best groups focus on 4 things to maximize opportunities for success.
1. Be Ready to go
-Be ready to talk about referrals given/received, guests invited, testimonials, & successes
2. Bring Energy & Enthusiasm to each meeting
-Sometimes you need the meeting […]