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 months or older I like to see that # in the 40-45% range overall.
2- Pending Referrals- How many pending referrals do you have? Groups sometimes think a high volume of pending is bad. Pending referrals=active opportunities. That is good. I love seeing 5-7/member.
3- Who needs help? What member(s) are giving referrals (volume , close%, income generated)? Let’s highlight them and spend the next few meetings focusing on creating opportunities for them. You want to continually feed opportunities to members who are giving at a high level. Take care of them and they’ll take care of the rest of the group.
4- Attendance Rate What is the attendance rate? 85% is good a benchmark. Anything below 80% is cause for concern.
Other benchmarks
-If you haven’t sent a referral to a particular member in over 6 months then block time to do a face-to-face with them. Face-to-Face meetings often lead to future referrals. Keep it focused. If you need prep help read this prior to scheduling: https://referralsgroup.wpengine.com/making-face-face-meetings-productive/
Here is an example of how I usually mark up a Referral Report. I encourage you to self-evaluate at least every 6 months, but really recommend taking a few minutes in Group Business (5B on most agendas) once a quarter to take a step back and see how things are going. It will make your experience better.
**WATCH** How to Evaluate Your Group: https://www.youtube.com/watch?v=OrIuJoFn11Y