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