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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 […]

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 […]

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 […]

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 […]