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 […]
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 […]
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 […]
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, […]
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 […]
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 […]
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 […]
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 […]
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 […]
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. […]