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Turning a Lead into a Referral

What is the difference between a lead and a referral?

Often times in our meetings.  I will hear someone ask for a specific contact.  I love it when people are specific.  You are much more likely to get a referral.

I recently heard a member in a group in ask for a specific introduction to a real estate broker that they […]

Building A Strong Group

Building a great team

In the first meeting when we work with prospective new groups we tell them several things.  The first thing we tell them is that building a strong group will be harder than you think, but in order to have success we have to have 3 things in place to have a shot at success.

1-      Get good people […]

Setting up a Center of Influence Introduction…Keep it simple

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 […]

Growth Tips

1- Set a goal and have realistic expectations

-a good ratio to expect is that  1 out of 7 prospective new members will be a good fit for your group.
-guests who were pre-registered showed up to 88% of those meetings last year.
-set a target:   ____visitors per month= ____ invites per month or ____ invites per member

2- Select a “Recruiting Coordinator” […]

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 meetings with […]

By |February 3rd, 2017|Education|0 Comments|

Making your Face-to-Face meetings productive

Last week I was on a call with a member.   I asked him how things were going in his group.  He said, “Bart things are great. It is working. ”  Then, he paused.  When he paused I said, “You paused.  What is the but….?”

He spent the next few minutes complaining about 2 members in the group.  He had recently […]

By |January 17th, 2017|Uncategorized|0 Comments|

Don’t discount the small referrals

Recently,  I heard a great story from A.L. Kawaja, a financial advisor since 1999.  He told a story about one of his best clients and how he got them.

When he first started in the business he had a gentlemen walk-in who wanted to buy $5000 worth of Abercrombie & Fitch stock.

A.L. said, “I took the time to get to know the guy.  […]

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 […]

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 […]

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.  […]

Why be part of a Referral Group?

In sociology, social capital is the expected collective or economic benefits derived from the preferential treatment and cooperation between individuals and groups. Although different social sciences emphasize different aspects of social capital, they tend to share the core idea “that social networks have value”.(1)

I first heard about the concept of social capital in economics classes at the University of […]