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Structuring your 45,60,90 second

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…

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Tips on Staying In-Touch with your Contacts

You want to stay in touch with your customers & referral sources/COIs (Centers of Influence) because you want to build and maintain relationships long-term.  Referrals are the byproduct of the relationships we build. Here are some tips on staying in touch. 1. Have a process to stay in touch I know a realtor who dials…

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5 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…

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Zoom Meeting Etiquette and Tips

Over the last month all but two of our groups have migrated over to Zoom meetings.  After sitting through a ton in the last few weeks I’ve found some tips. Zoom Meeting Etiquette (From Erica Smith, owner Your College Smith (Lex5 group):  https://www.yourcollegesmith.com/ Use the video option when available. Stage your video area & keep your…

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Great points from Mass tonight (on FB live)

Normally the boys, Meg, and as often as I can attend the Friday morning all school mass at Christ The King School where our kids go to school.  This morning we slept in and missed the Facebook Live broadcast.  So tonight on the recommendation of some of our friends we watched the mass from St.…

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Self-Evaluating your Referral Report

Watch Video 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 %…

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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…

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Are you holding yourself and/or your group back?

Every group has some members who: Are hold themselves & the group back Are Takers Act “Too Cool for School” Act More Important Than Everyone Else Are Really Busy! (usually they aren’t any busier than you are) Everyone notices the signs: They email 24 hours before the meeting, “Hey all – Love you, but a client…

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When you have Momentum…Embrace it!

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. …

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What message are you sending when you say: “I’m busy!”

I have a good friend Liz who owns a successful business that operates in over 25+ states.  She and I think a lot a-like on relationship building.  A response that has always bothered both of us is was when people respond with “I’m so busy” to the question of “How are you doing?” Almost anytime…

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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…

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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…

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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…

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