What to SAY to GET Referrals: The Green Card = WHO + HOW -Work

Referral Trigger for the week of March 20
Topic: The Green Card = Who + How
Conversation lead by the Peachtree City Team  (100% responses achieved)

Man in home office using computer and smiling A Green Card has two parts: Who + How. 
How is a behavior we can see.
Work product is one of the behaviors we can see.
Describe what we would see about the work
of a prospective client of yours:

  • Would their work be done early, or late?
  • Do they require perfection or are they satisfied
    with a draft?
  • Will it come with documentation, or be




31 Responses to What to SAY to GET Referrals: The Green Card = WHO + HOW -Work
  1. John Gibbs
    March 17, 2017 | 1:29 pm

    my customers ..the (who) are people who drive cars!!!

    i see the frustration they have when their vehicle arrives on the back of a tow truck.

    they require perfection, a running car.

    we provide a written receipt for all repairs and keep all of their history in our computer for future needs.

  2. David Jennings
    March 17, 2017 | 3:44 pm

    Our Clients are the people responsible for providing the IT services at their organization. All eyes are on them if the computers don’t work.

    Our Clients therefore demands and deserve perfection. The IT services either work or they don’t.

    ORPA Consulting is in the business of making the IT services work for our Clients. We provide remote monitoring & management of their network servers, workstations, and peripherals. And we guarantee our work.

    In return, our Clients get computers that work, and our Client leaders get their precious time back and increased peace-of-mind!

    David Jennings
    (678) 953-2487

  3. John Miller
    March 17, 2017 | 4:28 pm

    My client is a 42 year old mother of two going through her first divorce. Her kids are never late to soccer practice, but her checkbook is a little messy. Her husband has handled the money, which was fine until now. She demanded perfection from her kids for their homework and trusted her husband to handle the finances. Now, she needs me to provide perfect homework explaining what her husband has done with the finances.

    She needs me to know that money in a Roth IRA is worth more than other money, as one never pays taxes on it again, whereas other investments carry different tax burdens. She needs me to know that the stock that has vested with her husband’s employer has real value, even if he has not taken the option yet. She will want me to go through the family finances with the same attention that she demands of her kids when they do their homework.

    While her husband may accuse her of “going for the throat,” we are simply correctly identifying all of the marital assets so we know the exact split to which she is legally entitled.

  4. John Fortener
    March 17, 2017 | 4:52 pm

    My Clients run the gamut… and it depends if they are looking at buying a home or refinancing their current one, but they all have a story that is a “trigger” that they will be needing to use my services and my expertise. Clients have “Life Events” happening all around them… i.e. Graduations, Marriage, New Jobs for themselves or their kids. Pending College expenses… or even, sadly, Divorce, Death or Loss of Job… These are all events where circumstances around where & How they live change. So They can count on me & my mortgage expertise to help them navigate through whatever Life event trigger has caused them to come to me Needing my help.

  5. Tammy Lanier
    March 17, 2017 | 5:27 pm

    Our ideal client is the business owner who understands the need for marketing but doesn’t have the time to do it himself.

    Sustainable Marketing System clients are busy, successful business owners. It’s hard for them to get everything done in 24 hour days being an entrepreneur.
    Their business is successful, but they want continued growth and sustainability!

    These clients understand the need to invest in marketing tools but they don’t have the extra $100,000 lying around to pay a full time marketing professional on their team.

    They turn to Dirt1x to get the most value from the time they have. Along with creative power, expertise, and forward motion having an entire agency affords for a fraction of what an-in house marketing professional or department would cost.

  6. Gerald Wessels
    March 17, 2017 | 5:55 pm

    It is often said that the purchase of a home is the most important buying decision that most people will ever make. Complications can begin when there is confusion between a house and a home. Buyers understand that the “let the buyer beware” is in full force. Similarly, seller’s want and demand the best price for their property

    Unquestionably, the people that I work with demand perfection. They want someone who is personable because this is going to be the place where memories are made with family and friends. However, people demand the professionalism of a real estate agent to make sure the process is held to the highest standards of the trade.

    So it is with the Wessels Realty Team. There are times when we will set down and talk about the great things of family life in Georgia. However, I want my clients to know that the work we do is second to none!

    Gerald Wessels

  7. Brett Vincent
    March 17, 2017 | 7:32 pm

    My clients are moving out of a home that they own. They have not sold the home. They are interested in a profitable alternative to selling.

    They are interested in leasing, but don’t know anything about how, why, what are the risks and rewards. They hope they can find frank, honest answers. They are hoping to find a competent landlord very knowledgeable in the business.

  8. John Belizaire
    March 17, 2017 | 8:17 pm

    My cousin Vinnie called me the other day. He wanted to know why his insurance rates went up when the car he was driving is getting older and is not worth a lot of money.

    As an experience agent, I can understand Vinnie’s frustration. Vinnie needed to know from me how the insurance process works. When it comes to Bodily Injury and Property Damage, the age of a car does not matter. These claims are very expensive to pay out. It does not matter if the person at fault for the accident was driving a 1986 Mercury Topaz or a 2015 Chevy Sonic. Hitting a van full of politicians, the pay out for bodily injury and property damage may very well exceed the limits of insurance that the person at fault has.

    I take time to go over insurance policies with clients and educate them on their coverages. I make sure that they are aware of their limits, not too low, more than enough to cover an accident with a van full of politicians if need be.

    As a consumer having a real agent that you can talk to should be very important in comparison to a 800# where you don’t know who will answer the phone and how knowledgeable that person is. At our agency, we are well trained to handle a lot of scenarios, situations, with experience can help normalize daily affairs in a very unpredictable world. Nationwide is on your side!

  9. Maria Hall
    March 18, 2017 | 9:28 am

    As a business coach I specialize in working with new & expanding service-based solopreneurs. The things that my team members will see from a prospective client are the following;
    If you have just met them;
    • New business card
    • New company brochure with their services
    • Lots of excitement around launching their new business
    If you have a close connection with them;
    • Overwhelm about all the things there are to do to make money and find clients.
    • You will sense some frustration and stress from all the decisions they need to make.
    • They are all over the place trying to do everything they hear will work.

  10. Helle Stampe
    March 18, 2017 | 5:45 pm

    I help companies assess the qualified candidates for any open position and help set up on boarding strategies for new hire.
    My WHO’s are Hiring managers, CEOs, HR Managers, and the one thing my WHOs have in common is the understanding of and interest in the value and potential of each individual in the organization.
    My HOWs – what you will see and/or hear.
    They might complain about employees, team members not engaged and motivated.
    The might miss out on family dinners because the have to screen applications and interview candidates late in the evening and on weekends.
    They miss tee times because of having to take on extra work.
    They keep talking about how they do not understanding why
    the new sales person doesn’t “Get it”
    They ask “what am I doing wrong”
    They ask “how do I motivate my team”

  11. Ken DeRose-Broeckert
    March 19, 2017 | 1:32 pm

    Homeowners sometime try to rid their homes of squirrels, rodents, etc. on their own. I don’t blame them. Often they will hire someone to cut down or trim back the tree’s. However all rodents can climb straight up brick, stone or stucco. Problem not solved and money wasted. Another home remedy is throwing moth balls all over the attic (which won’t keep them out) or putting poison out. The house forever smells of moth balls or dead animals which typically die in a wall, and suddenly their house is being invaded by hundreds of fly’s. Problem not solved.
    When they hire KenCan with 21 years of vermin experience, they get a 10 year renewable warranty and I don’t get paid until the problem is solved. Each job is done with the expectation that this customer is going to want to refer me to their friends.

  12. Sheryl Watford
    March 20, 2017 | 11:08 am

    Promotional Items Benefit your bottom line and improve Brand Awareness. YEP, Your Events and Promotions is a Piedmont Hospital Preferred Vendor. I would like a good word/reference to Vicki Kaiser with Piedmont Newnan.

  13. Sheryl Watford
    March 20, 2017 | 2:10 pm

    Promotional Items benefit your bottom line and improve brand awareness. YEP, Your Events and Promotions is Piedmont Preferred Vendor and would like a word/reference to Vicki Kaiser of Piedmont Newnan.

  14. Tricia Davis
    March 20, 2017 | 2:31 pm

    Tax Returns – I see a lot of them this time of year. My clients expect the work to be done perfectly and on time. They all want to know the bottom line… How much is my refund?/Do I owe taxes? I provide accurate tax returns for small businesses and their owners that comply with IRS and state government rules and regulations. My clients sleep better at night because they know their tax returns are prepared by a CPA with over 25 years of experience.

    Tricia Davis, CPA

  15. Maggie McSweeney
    March 20, 2017 | 7:10 pm

    “Who & How” in the trash world is a pretty easy one. “How” is an overflowing trash or recycling container. “Who” is the person upset about the container, they mostly are the person who is responsible for the trash situation.

  16. Jeff Smith
    March 21, 2017 | 9:33 am

    Since I deal with all types of business owners, the answer varies as much as the types of business.
    Generally I see more business owners that effective organizers and their work is finished “on time”.While they may not require perfection, they do require me to be accurate with my cost analysis, terms of the lease or buy/sell contract and timely with requirements being met, such as an inspection if we’re buying.This can be spelled out on paper but usually we have a meeting and talk and put down their expectations in our initial LOI.

  17. Karen Armstrong
    March 21, 2017 | 9:37 am

    The “who” are homeowners in my real estate business. Their work product is their home they are needing to sell. The home may be in disarray, average or in perfect condition. I add value by looking at their product and determining the condition level the house needs to be in to sell at the highest price for THEIR MARKET. This may not always be visible, such as a water issue. If repairs have been done they will need to come with documentation. An accurate sellers disclosure is important to document home condition.

  18. Carol Jensen-Linton
    March 21, 2017 | 7:50 pm

    Juice Plus+ helps fill in the nutritional gap that 90% of Americans experience. Simply, it is 30 fruits, vegetables and berries that the water has been extracted from and resulting powder put into capsules or made into soft chewables.
    So who are my clients and how can they be identified?
    ·The mom who has fast-food wrappers in her car because she doesn’t have time to cook at home and is running to a sports practice to a music lesson to a committee meeting.
    ·The business man with a plane ticket sticking out of his shirt pocket who has gold medallion status.
    ·The athlete who is training for a marathon and complaining about sore muscles and longer recovery times between workouts.

  19. Rory Christian
    March 21, 2017 | 8:40 pm

    My customers have a website and not just a Facebook business page. They may even had an ad that runs in a local magazine, newspaper, or other publication. Perfection in their brand image is very important to them and they go to great lengths to protect their image from logo, to brochures to their branded polo shirts.
    With this in mind, I produce high-quality, on message brand video that is ready for TV, large screen, mobile ads, websites and social media marketing alike.
    Every brand has a story. Let us help you tell yours.

  20. Donna Jennings
    March 22, 2017 | 2:12 am

    As a Life Care Planner and Expert Witness, Personal Injury Attorneys (both Plaintiff and Defense)are the “Who”. Our work is being done simultaneously, yet separate, to prepare the client’s case.
    Their “How” (work) should be meticulous and able to withstand scrutiny by opposing counsel, a judge and jury. Preparation is key. In the litigation setting numbers must add up, recommendations must be defended and character must be unimpeachable. There is no room for ‘sloppy’ where the future of an individual’s wellbeing is at stake.

  21. Ricky Thacker
    March 22, 2017 | 9:17 am

    In the HVAC industry ( Heating,Ventilation, Air Conditioning ) we all expect to be happy,healthy and comfortable inside our homes. The “who” for me is anyone who is’nt or feels it can be improved.Perfection from my customers is definately expected and always my goal.
    The “how” for me is the process of identifying the problem and providing solutions all in efforts of providing #1 customer service creating a customer for life.

  22. Kim Beasinger
    March 22, 2017 | 11:21 am

    The service considered for this referral trigger is water removal. The “Who” of the Green Card is the residential home owner or your neighbor. The “How” or work product you would see is the movement of rugs and furniture to the outside of the house, those items are wet. Additionally you would notice the windows wide open. An unusual sight in Georgia’s winter and summer months.

  23. Jonathon Pierce
    March 22, 2017 | 12:11 pm

    The “who” are the individuals of small businesses or organizations that desire the freedom to live a stress free life before, during and after work. Such as Cassie, a wide-eyed, hopeful, just starting a new solo practice law firm. She wants to help families in need to resolve their issues both amicably and professionally while enjoying her own family to the fullest.
    The “How” behavior we can see is Cassie in court or working with a client in her office while fidgeting nervously as her cell phone continuously vibrates in her pocket or on her desk while struggles to stay focused on the matter at hand. Cassie’s work product might be interpreted as distracted, stressed, or overworked.

  24. Jeremy Gritton
    March 22, 2017 | 1:48 pm

    My “who” is someone that might be intimidated to join a normal gym and is looking for a safe and fun workout environment that they can join, regardless of their fitness level or any physical limitations they might have.

    The “how” is that we provide more than just a workout and take time to get to know the person, their goals and set-out on a journey to determine what will work specifically for them. Not just during workouts, but in everyday life.

  25. Jessica Walker
    March 22, 2017 | 4:22 pm

    WHO: My clients are individuals aged 40 and up who have focused on building their careers and families but have neglected their own nutrition and wellness through the years. They now find themselves (in what should be the prime of their lives) obese, with aching joints, low energy, and hungry all the time.

    HOW: They have wasted money and time trying what seems like every diet program offered in the market over the years and have failed over and over to get the results they hoped for. The frustration and disappointment has them ready to throw up their hands and admit defeat in ever being able to get their weight under control.

    At Momentum Wellness, I help my clients learn how to easily and sustainably lose body fat. They eat delicious foods that keep them full and satisfied for hours. In fact, many of my clients have complained that they have too much food to eat…..and then they are very surprised to find that their clothes are fitting better, they have renewed energy, and the scale is moving downward, too!

  26. Crystal Johnson
    March 22, 2017 | 8:23 pm

    The “who” would be adolescent and adult clients that find themselves struggling to manage healthy, productive lives because of the “how”.

    The “how,” otherwise referred to as symptom, would range from loss of interest, irritability, lack of focus and negative thinking patterns that could result in poor job performances as well as strained relationships.

  27. Carrie Moreland
    March 22, 2017 | 10:47 pm

    My Who is the local sandwich shop or retail store that is using a credit card terminal that is not taking the chip cards (EMV) or is going through their local dial network to run transactions. Which takes a lot longer to process.

    The How is Heartland business solutions provides a solution for every customer that is taking credit cards or running a business. We have the most secure network in the nation and offer a data breach warranty to every customer for free. We evaluate our customers and can offer a better solution when it comes to their business needs. We specialize in each of following areas for businesses: Payroll, Merchant services, Point of Sales solutions, E commerce (internet store front) loyalty/gift cards, app programs, togo ordering etc.

  28. Michael Kuperman
    March 23, 2017 | 8:49 am

    A prospective client of mine is the owner of 4 Mellow Mushroom locations.

    This multi-location pizza owner works early, because she’s at Caribou Coffee checking the books and following up with her managers about the increase staff they are tasked to hire.

    Then she takes a break in the afternoon to pick up her kids from school and take them to their respective activities. You’ll see her at the sporting events and school plays in professional attire, because although she owns a pizza franchise, she isn’t a pizza chef.

    The documentation you’ll see are the giant mushrooms on the pizza boxes at your Church fundraiser that she sponsored.

    You’ll know she’s a perfectionist by the staff hired at each of her locations. Their positive, upbeat attitude stands out and makes it clear that the on-boarding process is thorough.

    When she asks you for an Employment Attorney because of hiring discrimination lawsuit, ask her how much defense coverage is in her business insurance policy.

    Michael Kuperman – Restaurant Insurance “Superman”

  29. Yvette D. Best
    March 23, 2017 | 10:31 am

    “WHO” Taxpayers, my clients, whether employees or small business owners they are smart about their finances and intelligent enough to know they need my help to say IRS-compliant.

    “HOW” The perfect referrals for me will have a lot of receipts and are frustrated that they kept good records but do not know how to write them off correctly.

    I assist them to solve their tax problems and provide tax saving strategies for the upcoming tax year. Whether they receive a refund or they pay “Uncle Sam” my clients feel great knowing their tax return is completed accurately and with integrity.

    Yvette D. Best, Tax Accountant
    (770) 829-0082

  30. Mark Thomas
    March 23, 2017 | 1:45 pm

    As a personal injury lawyer, I have to respond to written discovery on a regular basis. This requires heavy client involvement since it is their story, not mine. Unfortunately, most clients wait until the last minute to respond to my requests, and they are definitely not concerned with perfection. There may be some documentation with the responses (medical bill, receipt, etc.) but generally is self explanatory.

  31. Bo Riddle
    March 23, 2017 | 8:20 pm

    As a commercial real estate broker, the “who” for me is the owner of the business or the boss of a company’s Atlanta operations.
    The work product you may see could be a number of things. The person may mention that he/she is interviewing and hiring new people because the business is growing faster than anticipated. There may be a stack of resumes on the person’s desk when you are in their office.
    You may see multiple employees crammed into one office or the hallways are being used for storage.
    The person may say they are adding people and products so fast that they don’t know where to put them. Anything of that nature indicates that they are ideal for a referral to me to help assist them through the real estate piece of their growth process.

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