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Education

Self-Evaluating your Referral Report

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 […]

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” […]

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 […]

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.  […]