Open Door - Monday, 12 April, 1:00-2:30

Open Door is a conversation – about whatever you choose, referral related.
To get a calendar invitation with the screen share link, click the headline and add a question in the comments.
That’s it.
Log on when you’re ready, log off when you’re through.

Participate to share value.
Plan to leave with an action item.

The next Open Door is Monday, 12 April, online from 1:00 to 2:30.

Book of the Month: Give And Take

Adam Grant’s Give And Take: Why Helping Others Drives Our Success
is data for referral marketing.

One of the parts I like best is his focus on taking – it’s not all give – there has to be some taking. You can, you should, expect to receive. Proudly turn in We Did Business slips along with referral records. Give and take drive success.

No We Did Business to report? Ah … that’s where the give comes in.

Best Clients for Profit

Best clients are fun + profitable. If a client isn’t fun to work with – they aren’t best. If they’re fun, but at the end of the project you’ve made no money . . . they aren’t best.  Start by thinking of all of your clients – go back to the beginning of time.  Make a list of the ones that were fun to work with and another list of the ones who allowed you to take a vacation and send your kids to college. Merge.  Pick the top five —

And now we’ll identify 17 observable characteristics these five people have in common. When you do that you’ll have InfoMinute fuel  – green cards that generate referral introductions, golden cards that show you understand them; and you’ll have the foundation to identify GateOpeners.
Ready to make money?

The Pyramid of Clarity - to participate for profit

The Pyramid of Clarity is a tool. Officers used it to define and clarify their role during training this term.

The top is the purpose: what’s the reason? In PowerCore it’s referrals. While individuals may have other reasons for participating, the PowerCore purpose is referrals. If it isn’t about referrals, it doesn’t happen in a PowerCore meeting.

The second level asks what the goal is for the individual, or role. This is different for Coaches than for Members – and a Member who is a Coach has two pyramids, both with referrals at the apex.

The third level is behavior: KPIs – Key Performance Indicators. What evidence will people see that verifies the leader is successful? This is a powerful tool, how will you use it?

Referrals are Earned - through online credibility

Referrals are earned by credibility and professional online presence matters. Here’s my grid of articles, indexed by topic. Wondering about backgrounds, eating, protocol? See where information is on each topic with a direct  link at the top of the column.

TL:DR – dress for an online meeting the way you would in person; you look at the light – close curtains on windows behind you; focus matters – do not drive during a meeting; keep your video on.
(And do I have to mention bed? Do I ? Really? Remember the purpose: referrals. ) 

TeamCoOrdinator KPIs for a Professional Meeting

1: The meeting has high energy.
2: The meeting flows smoothly.
3: Members respect each other.
4: Time is respected.
5:  Officers are prepared, organized, present, and 2nds are ready.
6: There’s reporting and recognition.
7: Attendance is consistent. Members get Subs.
8: Members are making money.
9: Regular LeadershipCore meetings so Officers are aware that everything is taken care of and are comfortable in their own lane.

ParticipationCoOrdinator KPIs for a Planned Meeting

1: There is an agenda distributed (#?) days before the meeting.
2: The screenshare link is shared (+24 hours) before the meeting.
3: The schedule for introducers and presenters is published (#?) months in advance – and rotates so Members are not speaking beside the same person, or introduced by the same person.
4: INTROMinutes are 1 minute long and respectful.
5: 7-Minute Presenters share new information.
6: FeedForward cards are completed by (%?) Members regularly.
7: The Referral Trigger is listed two weeks in advance.
8: The Coach is prepared, introduced, and welcomed to the meeting.

VisitorCoOrdinator KPIs for Prepared Visitors

1: Visitor Hosts are visible and the VisitorCoOrdinator is prepared for Visitors.
2: The Team is welcoming to Visitors because they are familiar with each other, they are cohesive, build rapport, show trust.
3: Visitors receive and offer coffee requests.
4: Visitors refer to Members.
4: There is a system for multiple Members to follow through with each Visitor, and the VisitorCoOrdinator reports on follow through results, which makes Members comfortable inviting Visitors.
7: The Visitor join rate is 2:3.
8: Members have Visitors to invite for HOT Seats.

MembershipCoOrdinator KPIs for Referral Protocol

1: Attendance: Members arrange for a variety of quality Substitutes.
2: Members are punctual to meetings and other appointments. They arrive prepared, productive, and professional.
4: Referrals contain complete information, are 3-way connections, and are effective.
3: WDB slips are for new business (not just ongoing).
4: There is growth as well as turnover.
5: 90-day evaluations are serious.
6: Members participate with referrals.
7: Members understand their classification boundaries, and trust the MCO to protect it.
8: Conflict happens; the MCO and MembershipCore are prompt, professional, and private about addressing it.

MentorCoOrdinator KPIs for Proteges

1: New Members share prepared InfoMinutes – with new information, not a sales pitch.
2: New Members participate in the mentoring program’s structure for success, and have good things to share in Script 5.
3: New Members complete the five parts of the mentoring program within 90 days.
4: New Members schedule one coffee appointment a week . . . forever.
5: New Members understand the time frame for grand slam results (three years) and don’t expect instant success.
6: New Members give referrals, and are responsible for WDB slips.
7: New Members invite Visitors.
8: New Members feel comfortable leaving the Team and keeping the relationships if PowerCore is not a fit for them.

Whitlock Avenue Team Starts Each Year with Purpose

The Whitlock Avenue Team knows they have a handicap – their meeting day is Friday – so they’ve developed a system to compete and win.

On the first business day of the year, they produce an invitational. It’s a powerful, profitable way to start the year. And it comes with a pin!

This year’s event sold out in four hours . . . an indication of the boost participation generates.

GateOpeners - the definition

A GateOpener is one of six business classifications
and
one of 10 people in each classification who send you one new client, every month, like clockwork.

1: One referral doesn’t make a GateOpener. One referral a month identifies a GateOpener.
2: You have to know your Best Client Genome to know who your GateOpeners are.
3: You’ll have 6 classifications – and 10 people in each classification (6 x 10 = 60) who are each sending you one new client, every month, like clockwork.

Want this?
Register for Best Client Workshop and GateOpener Workshop under Power Events.