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. Barnabas Church (Bronx, NY). […]
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 some tips on staying in touch.
1. Have a process to stay in touch
I know a realtor who dials the alphabet in his phone. He calls […]
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 […]
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 […]
My Top 10 Take-a-ways from the Podcast with Ginger Terrell- The Referrals Group along with Ashley Young who started CHA3-The Referrals Group & Clint Powell- the host. I encourage you to listen and share additional insights you got from this fun, productive podcast.
Listen to Podcast
1. Listen more than you pitch. It will allow you to be a connector and […]
A competitor has been making some calls to a few of our members lately. The members they’ve called happen to be also part of their organization & ours. They are telling them that they have to choose us or them. The reality is….you don’t. We won’t make you choose.
We know that:
1. Entrepreneurs by nature don’t like being told what […]
Every group has some members who:
Are hold themselves & the group back
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 called. I have to be there.” Message: Y’all ain’t that important to […]
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 […]
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 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 we’d hear we’d both look […]
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. […]
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 […]