Referral Trigger for the week of May 23
Topic: Referral Records
Conversation led by the East Cobb
Five year Members understand it’s not only what they get, it’s what they have to give to the group that brings reciprocity and benefit. So when I gave Wendy Watkins her 5 Year Pin I asked for the best benefit she’s given. She took a beat, then said:
“I can think of two. The first is my leadership position. I served as VisitorCoOrdinator. I loved taking care of our Visitors.” (She is good at this.) “Second – when I pass a referral it is high quality. I take the time to really make the connection and be sure it’s a valid GateOpener or potential client for a Member.”
When I asked the Team if this is so, they responded Yes! and cheered and applauded with gratitude to Wendy for five years of powerful and profitable participation.
John Bennett is generous with an invitation to visit the Decatur Team, it’s one of the benefits he brings to the table. Tuesday John got a Gold Star because he’s invited five people who joined. I asked what he says when he’s inviting someone to a 7 AM meeting.
“I usually give myself as an example,” John began, “Or Dale or Duncan,” and the Team laughed. “A lot of people are starting out and I tell them this is where I learned to craft an elevator speech. The practice giving an InfoMinute every week has made it easy to describe what I do. I think that’s a huge part of any type of referral marketing. When I started off it really helped me describe what I do in a minute or less, because not everyone knows what a closing attorney does.”
The Decatur Team knows – thank you, John.
Ten years of membership is five hundred 7am meetings – but Nance Donaldson’s total for 10 years might be closer to 1,500 because she’s an eager Substitute. She achieved 10 years in two parts, so I was curious what brought her back to a PowerCore Team when she returned to Atlanta after a stint in Hawaii. “Norm wouldn’t stop calling me! After the 10th call he said, ‘Get your butt out of bed and get over there,’ so I did.”
Still, it was Nance’s option to continue participation, and to sub as much as she does; she shared the reason why. “I have gotten about 60% of my business through PowerCore Members — very lucrative business. I track it every year, and it keeps growing exponentially. Because I’m subbing, and because I count second and third generation business, I might get to 100% We’re building every year.”
Cheers for you, Nance!
My question for Maiya was whether she anticipated, when she joined, that the Perimeter PowerCore Team was going to be a five year adventure for her.
“I thought these people were going to help me take my business to the next level, no necessarily just from referrals, but because fo the businesses that they have. I really motivated me to get out there and take my business upwards. That’s what kept me here year two.”
And year three?
And what kept you hear year five?
“Getting to know the different types of professions and being able to use those for my clients, I now know an EFt practitioner, and a kinesiologist. I can refer those to my clients and my clients think I’m more credible . . . and cool.”
We think you’re cool, too! Congratulations Maiya.
A Gold Star means money in your pocket – yes, you – because a Gold Star means five people who joined – and we know the average Member passes 40 referrals a year. So give your thanks to Nancy Davis for the addition 200 referrals a year she’s responsible for. Check here to see the Members she invited. I asked what she says to entice someone to make a 7 o’clock appointment.
“I usually ask them, ‘Do you have all the money and clients that you want?’
And I’ve never had them say anything but ‘unh-uh’.
And then, I’ve got them hooked!”
Congratulations to you Nancy, with our gratitude.
This morning JJB received the Hand Pin – which means she has held all five Officer’s roles – TeamCoOrdinator, ParticipationCoOrdinator, VisitorCoOrdinator, MembershipCoOrdinator, and MentorCoOrdinator. I asked which was her favorite:
“I liked MembershipCoOrdinator. It was my first role and I held it for a term and a half because I came into the middle of a term. When I first got into the MembershipCoOrdinator role I had no clue what was going on, but because I got to hold it when the new term started, I felt like I knew that role. In that time I had some issues going on so it was more of a true leader position.”
Thank you, Jennifer, for your leadership.
“I had a profitable return on investment before I joined.” Mike grinned, when he joined his Team’s 10 Year Club. “I had my first PowerCore referral before I joined the Team, so I knew membership was paid for.”
It doesn’t take more than a few minutes with Mike to learn that he is not — correction: NOT — a morning person. Still, that shiny 10 Year Pin on his badge says he’s attended +500 meetings at 7AM, and prepared +60 7-Minute Presentations. I asked what made him decide to do these uncomfortable things.
“Because if it’s comfortable I’m not challenging myself.” Then he grinned, big, and continued, “okay, and the other side of it is, let’s face it, I’m here for business. There is no way I’m getting up at 6:00 in the morning unless there’s a return on that investment, so …”
Rob has been a Member twice, for a total of 10 years. I asked him what made him say yes to an invitation to return to a PowerCore Team.
“Well, there are 2 reasons,” Rob began. “I tracked referrals. Even though I get a lot of business from online marketing, the best referrals I got were from PowerCore. I didn’t want to give that up.” I asked him to explain. “Think in terms of longevity. Somebody who comes to me online will probably be a 1 shot deal, they might be a client for 6 months. The people who have been clients for years and years and years are almost PowerCore referrals.”
And the second reason? “Veronica Brown started a new Team 5 minutes from my house. She said, ‘Rob, you can get up at a quarter 7:00.’ That was the selling point!”
Leadership is what Members do to get referrals, and what they do to give to the Team.
When a Member has served in all five leadership roles they earn the Hand Pin.
Now Rhonda Sterrett sports one! I asked her which role is her favorite:
“I like MentorCoOrdinator,” she shared. “It’s good getting involved when Members are brand new on the Team. I like their excitement. The MentorCoOrdinator gets to help mold and shape, and gets to meet with them first usually, too. It’s the best.”
From all new Members Rhonda has mentored, and all the Team Members who have gotten referrals from them: thank you.
The Cumberland Team has seen Jim Duelmer every week, reliably, for 15 years. Yowza! I ask him if, 15 years ago, when he first joined, he anticipated being in the mortgage industry 15 years into the future.
“I didn’t know where I’d be now 15 years ago, but it has definitely been a good experience,” Jim replied. I noticed that he’s still wearing his original 15 years ago name badge! and asked him what the most surprisingly beneficial thing for him has been over 15 years of participation. “It’s really not the first generation referrals, it’s the third, fourth, all those other types of referrals when I really track it back and think “Wow, if I hadn’t been at the Team 13 years ago, I wouldn’t have gotten this referral today.”
Eager to see what’s in your future, Jim. Congratulations.
Wendy: How long did it take you to get a client that you knew you would not have gotten without a personal introduction from a Team Member?
F: Once. That’s really powerful. When I came into this room to visit I immediately, all of a sudden, had these contacts. That’s the first tier, and that didn’t take me very long at all, obviously because of my personality, I’m just awesome, so I hit the first tier the first time I came in.
W: I’m going to put that on the website!
F: So that was great, but the next tier, to get an actual referral client, that took at least three months simply because people had to make sure they understood who I was, so they felt comfortable enough to refer a real client, not just pass on a lead. I would say that takes a minimum of three months.
I asked Rich if, when he first joined, he anticipated being at this 7am meeting ten years later. He had a ready no, and then an explanation for why he has made Friday mornings with the 78 Corridor Team an integral part of his business marketing.
In my business, a business relationship is absolutely sacrosanct. It is the most important thing that I do with my clients. I have clients who have been with me since the eighties. Business relationships and relationships are important to me. I enjoy the people here. I have tremendous respect for them, and the business relationship is extremely rewarding and enjoyable at the same time, which are two different aspects.
Takeaway: Rich understands the power of relationship marketing. Applause.
Referral Trigger for the week of May 23
Topic: Referral Records
Conversation led by the East Cobb
|………||Inviting a Visitor to join us is a referral – to the Visitor.
You’ll only do that if we, as a Team, have built the credibility to make you confident the Visitor will have a good experience.
When you’re inviting a Visitor what promise do you make to them about their experience at this meeting?
(Don’t repeat something that has already been shared!)
Referrals are Leverage
Referrals are endorsement marketing.
Referrals leverage credibility and relationship.
The result is clients.
The Members want to get to know you, because they get benefit when they can refer good people to their clients.
In return, they’ll earn your referrals.
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