Referral Trigger for the week of September 26
Topic: Officers Have A Core
The Canton Team cheered for Jeanne Westmoreland – celebrating 15 years of membership.
Like many Members, those years came in two parts, at two different Teams. So I asked why she decided, a second time, to put a weekly 7am appointment into her calendar, because it’s an option, right?
“Well, actually,” Jeanne smiled, “it’s not. I realized after I left that my influx of business slowed. And, I also realized that I wasn’t stimulated every week. This meeting is where I learn to represent Classic Staging.”
With applause the Team accepted Jeanne’s two-part challenge, refer new business and stimulate creative juice.
A detail person, John recognized the date of my visit to the Decatur Team coincided with this personal marker and was prepared to explain why he’s been a constant Member for 10 years.
“In the beginning I would have opted for weekly membership, if that had been an option. Three months seemed too long. But I got assimilated. And when I looked back, a few weeks ago, we have done over $700,000 worth of business because of PowerCore referrals,” the Team went “Wow!” John continued, “So I think it works, and now I renew annually.”
I asked a second question: in 10 years what is the best thing he’s brought to the table? “I got my wife, Sheila, to join the Emory Team,” he grinned, “that took about three years.” Applause for John from both Teams!
This isn’t Rick Daigle’s first pin. A look at his profile shows that he’s held all five Officer’s positions for a Hand Pin and has earned a Gold Star. But this recognition — ten years — that’s an exceptional marker. So I asked Rick when it was he knew he was going to be successful at this table. He responded with profitable advice:
“PowerCore is just like anything else: you have to learn how to use it.
Part of learning is sticking with it — just like anything where you are going to be productive.”
Congratulations, Rick. We are honored by your wisdom and your participation.
Richard has attended more than 500 meetings in the last 10 years, because he’s a Coach – that’s extra. I asked what benefit brings him the willingness to set his alarm for 5 o’clock every Wednesday night.
“I get so much more out of PowerCore than I feel like I put into it. You’ve got to put a lot into it to get a lot out of it.” Richard’s badge shows that’s he’s put quite a bit in. “Well, I’ve had 10 years to do it. I’ve formed relationships with this Team, and other Teams, and all the folks at PowerCore – we look out for each other. That’s a big thing for a sole entrepreneur to have this kind of support.”
And the Team applauded in agreement.
“When you joined the North Fulton Team, I asked Jeanne Bynum Hipes, did you think ahead five years – and think you’d still be here?” Jeanne admitted that hadn’t been part of her first week plan! “So what benefits keep you coming to this table, every week, five years in a row?” I queried.
“I’ve gotten so much from being here!,” Jeanne laughed, and then started going around the table, “Lynn, I’m going to get your accounting and bookkeeping service. Carrie just save my life and has enhanced my business. Donna – I can’t even start talking about Donna – Donna has done a million things for me in addiontion to helpin my back. And Vern, if it wasn’t for you, that NutriBurn stuff is awesome; Andrew – my dogs have stayed with you …”
Benefits to celebrate while we celebrate the benefits we’ve received from you, Jeanne.
The Hand Pin is awarded to Members who have served in all five Officer’s positions. I asked these three which position was their favorite:
Jo Kenney: “MentorCoOrdinator – because it’s right after Members join, and it gets them started on the right path.”
Chris Handley: “TeamCoOrdinator – because you’re the star. Jonathan Forbes said, ‘I thought you owned this Team,’ and I liked the idea!”
Ana Lawless: “ParticipationCoOrdinator.” I had it ask if it’s because PCO gets to do an Excel spreadsheet, and Ana answered “Of course – and because ParticipationCoOrdinator is the glue that makes the meeting happen and run smoothly.”
Gratitude to three Members who’ve held all five leadership roles.
Ten years is a sign of consistency. Consistency is a sign of credibility. Craig Cushingham shows both. I asked Craig what his payoffs are – what benefits he gets from attending 500+ Team meetings and often participating as an Officer.
What gets me up out of bed is I want to help my clients the best way that I can. Not everybody needs health insurance but everybody needs something – so by being here it puts my finger on the pulse of 20 other industries so that I can relate to my clients and give them what they need now. When they need health insurance they’ll probably think of me.
Bravo and congratulations to you, Craig!
Giving is one of the three components to getting referrals. Leadership is one of the ways Members give. Arlene Dickerson-Lavelle gives to new Members on every Team as an Orientation Essentials panelist. I asked Arlene what she enjoys about participating this way, and she answered, “Getting to be that first point of contact – to answer questions and help them understand how valuable PowerCore can be for their business. And,” Arlene continued, “I’ve made some very good business acquaintances just by doing Orientation, and I appreciate that very much.”
We appreciate you, Arlene!
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, not necessarily just from referrals, but because of the businesses that they have. It 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 here 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.
Referral Trigger for the week of September 26
Topic: Officers Have A Core
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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