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Referral Networking

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 […]

As your guest volume grows…

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 […]

Our group has Tripled in Size & Referral Volume has Quadrupled (An Interview with Stephanie Preston)

This education blog content comes from an interview with Stephanie Preston.  The group she is in (Lex9) has tripled in size and referral volume has increased 4.5 times in the last 18 months.  Stephanie is a market leader with BB&T in Lexington, KY.

Question 1(Bart):  Stephanie you told me at a meeting last year that you’ve gotten a lot of […]

Getting Face-to-Face meetings scheduled when you are busy…Try these scheduling tips

Face-to-Face meetings are the #1 driver of referrals in our groups.

We want busy successful people in our groups. The ability to attract and retain talented business professionals is one of our main goals. I’ve observed over the years that some of our busy members struggle with scheduling enough face-to-face meetings to participate at the level that they want.  Their […]

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 […]

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 […]

What can I realistically expect from my membership?

I often get asked by members, “What can I realistically expect from my The Referrals Group membership?”

I believe you get out what you put into anything you are involved in.  I also believe you should have realistic expectations.  It is a tough question to answer, but I start by saying that our program, when worked properly, creates an opportunity […]

Mailbag v 3

 

Question #1:  (to log or not?)  

I changed all my property and casualty insurance over to (Member Name) three months ago.  At that time I “referred myself” to him in the system.  Now I’m buying another rental house and I’ll be getting another policy from him to cover it.   Should I “refer myself” to him again?  Or since I’m already […]

Mailbag v2

Time for another mailbag!  Questions in BOLD.

I wasn’t sure if I logged this referral correctly.  I don’t always specifically log each referral for closings.  Example:  I had sent 6 closings in October (with list of family names in notes).  Is it ok if at the end of the month I total up all the office closings and send them […]

Mailbag v1

This blog’s format: mailbag questions that have come in over the last month.  Questions in bold.

Bart our speaker no called no-showed at our meeting.  What should we do with the time block?  Also, we’d put a lot of effort into having guests and we had 3 that day.  Our member (Name removed) made us look really bad.  What should […]

Creating Urgency

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 […]

Reaching your ideal membership size

A-     What is your ideal membership size?                                                                            _____
B-     Factor in attrition (20% annually)                                                                                 * 1.2
    […]

Why do Groups Fail?

16% 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 […]

A few best practices from around the area

A few best practices I’ve observed the last few months at The Referrals Group meetings:

Speakers:
1-Share specific targets.  Recently, I saw a member share a list of 175+ specific targets he had wanted to meet.  He then focused on why he wanted these targets and how to introduce him.  It made it easy for the group to create referral opportunities […]