Is there anyone here who hopes they DO NOT get a referral? That we are here for referrals is a given – the very definition of close contact networking is to generate business referrals. We attract referrals by educating and building trust and credibility with our Team Members. Education involves communicating specifically and effectively. Building trust and credibility is about behaviors. If you are wondering why you are not getting as many referrals as you would like, first examine: Are you clear and focused about what you do? Do your Team Members understand what a great referral for you is? If you’re not sure, the InfoMinute Seminar is a number one priority. Second ask: What are my behaviors really telling my Team Members?

Here are 3 PowerBehaviors that will attract referrals to you and contribute to a stronger PowerCore Team.

Be here, be really here.
When you attend this meeting, be here to learn and to network. Arrive 10 minutes early and stay 10 minutes late, turn off your cell phone, avoid side conversations, listen and ask questions, and focus on each Member. Bob Willey, a PowerCore coach, tells this story: His Team announced him as the AllStars Most Referral honoree for the month. A Team Member, in jest, said “Well you never gave me a referral.” Wrong thing to say to Bob Willey. He explained to his Team Member that when they had lunch together, the Team Member took 3 cell calls and chatted about himself until 5 minutes before the lunch ended. Then, he looked at his watch and announced to Bob, “I have 5 minutes, now tell me about you.” Don’t let your behavior tell your Team Members that you aren’t interested in them.

Participate.
Don’t just attend the meeting, participate. That means involvement beyond your InfoMinute, your 7-Minute Presentations, and passing referrals. Your Officers would be HAPPY to give you a script in the agenda. Volunteer to be the Timekeeper, to introduce referrals, to read the announcements, to be a VisitorHost, to confirm next weeks 7-Minute Presenters, or to hand out renewal invoices. Those behaviors say “I’m capable, I’m involved, I’m a leader” and that makes others confident in referring you to their best clients.

Give.
Be a PowerGiver: Connect your Team members to GateOpeners; send them articles that might be helpful; invite them to 3 way lunches; endorse them formally with letters. By giving, you not only create the obligation to receive, you also train your Members on how you like to get! Don’t be like the person I saw give a referral slip to another Member saying, “Let’s schedule lunch so I can learn more about you” and then immediately reverse it saying, “You are going to want to use my service.” Let YOUR behaviors say“I value your success.”

Use your actions to speak as loudly as your words. Use PowerBehaviors.