Communication: Structure

Referral Trigger for the week of September 17
What to DO to GIVE Referrals
Builder’s Tool: Plans | Purpose: Communication
Conversation lead by the: Downtown Woodstock Team (100% responses achieved)

  and Buildings have walls, windows, doors and floors – we call this the structure.

Where, in the way your business is structured to serve your clients, is there a window of opportunity to create a referral?

Tell what you see that makes you offer a referral connection

22 Responses to Communication: Structure
  1. Clay Jeffreys
    September 14, 2018 | 8:06 am

    I often do an initial three way introduction via email. In the email, I am able to tell the client about the person I am referring them to. How I know the person I’m referring to the client… what the referral has done for my past clients… how the referral can help the client I am referring. Also, this allows me to give background information on my client to the person who is going to help them. This email is proceeded by me providing background information on the person I am referring to my client. I follow up the email by checking in with the person I referred to in order to make sure they received the three way email.

  2. Joshau Welch
    September 14, 2018 | 10:03 am

    The biggest Window to an opportunity for my industry is life events. Clients feel comfortable with sharing upcoming life events like weddings, new additions to the family, elder care requirements and so on. Once that relationship is built, I have the ability to open the doors to referrals when these life events are coming about. This just further builds a strong relationship with my clients and my referral partners. The strong relationship then leads to more referral windows and the circle goes around.

  3. Giri Iyer
    September 14, 2018 | 11:22 am

    Many of our customers are new entrepreneurs setting up businesses with their life savings. We listen closely not only to their signage needs but to the rest of their marketing needs since the #1 need for any business is to create demand for their goods and products…something that “online” and “offline” presence enable together… so its what we call O2O optimization… online to offline… drive traffic from website to storefront, just as Amazon is driving business to Whole Foods and to its stores.. Listen for O2O challenges and find referrals for our many friends at Powercore

  4. Jimmy Cushingham
    September 14, 2018 | 11:56 am

    The biggest window of opportunity is when a client has clearly defined their goals. With every one of my clients, we document goals together. After we know the goal it is easy to use referrals to those that can help. The referral might be to a bank, estate attorney, business attorney or even a travel agent. I have earned the clients trust through the process of defining the goal, now I can cements it even further by sending them to quality connections to help them even more!
    The power of Powercore is in the connections and relationships we develop that benefit our clients and friends. That in turn reciprocates to even more referrals and the circle starts over again!

  5. Eric Staveness
    September 14, 2018 | 12:31 pm

    During almost all of my custom woodworking projects I get to know the client and their family well. The window just naturally opens through conversation. Our daughter takes her driving test tomorrow, or we just transitioned my dad into an assisted living community, etc. And the conversation just naturally continues leading us down a long path of continued referrals.

  6. Jaco Swanepoel
    September 14, 2018 | 1:11 pm

    Since I have to be present on the jobsite for almost all estimates,the window is then and there.This is usually the planning stages and beginning of a new development, it ipens itself for referral opportunities.Since I have to look down the road for and with my client at this point.

  7. Luke Livingston
    September 14, 2018 | 1:15 pm

    My website is an excellent “structure” to provide referrals. Most of the examples of my work are there, many in case study form. Anyone who is looking to get video about their business up on a website can see that’s what we specialize in…web videos. The work speaks for itself and gives the prospect many creative ideas to build confidence in the decision to begin speaking with Ground Floor Video, where great ideas begin.

  8. Donna Chunglo
    September 14, 2018 | 2:05 pm

    One of the joys of roofing is getting invited into the homes of our customers and getting to know them. In the course of weekly contacts they share other projects they are working on, pets, life events and by listening intently I can refer people who will be of help to them.

  9. Craig Cushingham
    September 17, 2018 | 9:38 am

    I make it a point to contact each one of my clients for an Annual Review. Medicare Insurance Season begins next month, and for my Seniors I meet with them across their kitchen table. This gives me the opportunity to see them in their home, ask how this year has been, and do a Needs Analysis for more than just health insurance. Service is what I give, Loyalty and Friendship is what I receive.

  10. Chris Coulter
    September 17, 2018 | 11:18 am

    Throughout the course of a loan application A LOT of personal information is collected. One area that presents areas of opportunity is when I review someone’s assets. Many people save money but don’t plan for retirement in a systematic fashion. It is easy to notice this when I’m reviewing a loan approval and make a referral to Jimmy Cushingham.

  11. Emily Cook
    September 17, 2018 | 3:30 pm

    Often when I am working with a data recovery client we discuss what happened to their computer or hard drive and what they use it for. If it’s a case where a disaster has happened like a power surge, lightening or flood I am able to refer them to an electrician or one of the business in PowerCore that deals with construction or roofing. I have even referred them to someone who can go over their insurance policies to make sure they have coverage for data recovery. If we discuss their QuickBooks files I can ask if they have a good accountant, if it’s vacation photos I will tell them about a great travel planner I know in PowerCore. After I have recovered their data I will usually do a 3 way email to introduce them to someone we have already discussed.

  12. Nicole Good
    September 17, 2018 | 5:00 pm

    Windows of opportunity to make a referral present themselves in different ways depending on the needs of my clients. During my conversations with my clients we discuss various life changes that occur. This happens from reviewing current coverages with current clients and with prospective clients. When discussing medical payments, I indicate to my clients the importance of having medical payments on their policy, especially if they do not have health insurance. When they inquire as to whether or not I offer health insurance coverage – I can then make a referral to Craig Cushingham. When clients tell me that they are currently renting but are in the process of looking to buy a home, I can then refer them to Jason Wilson and Chris Coulter. When a client says they do not currently have access to their computer because their computer crashed, I can then refer them to Emily Cook for data recovery.

  13. Allyson McCarthy
    September 18, 2018 | 9:58 am

    There are times when designing a new space for a client’s home, the client will ask about local neighborhood comps.
    They want to know if the design will put their home value over the price of the neighborhood or be the best investment. While most my residential clients love their location and plan to stay, some are sensitive to resell values and the possibility of moving in the near future. They may want to redesign the home for the long term stay while the family grows but are cautious about budget and again, out pricing the area. That concern is a natural window opening to refer the realtor on my team, Michelle Mechem, who specializes in older intown homes and neighborhoods. I ask if they’d like to meet a realtor with the experience to assess their home value and what the resell value could be adding the additional space.

  14. Robert Smith
    September 18, 2018 | 10:33 am

    My business is structured to serve the financial and tax needs of business owners. I offer tax preparation, accounting and advisory services. The way my business is structured, I meet with clients on a periodic basis to discuss their tax and financial goals. These discussions create a window of opportunity for referrals.
    Referrals are a mindset. To enhance a referral connection, I keep my team business cards and a referral record at my desk. When meeting with clients, having these documents available helps me to be conscious of referral opportunities. When my tax clients want tax saving ideas, I think of retirement and benefit planning. When discussing finances, I’m listening for services they can use to decrease expenses and operate more efficiently. On a personal level, I listen to client’s personal life events which may create opportunities for non-business-related referrals. When I mention these ideas, there’s a possibility of a referral connection.

  15. Dawn Stastny
    September 18, 2018 | 12:32 pm

    When addressing a client’s HR needs, I often find that as the business has grown, the infrastructure to support it hasn’t grown as quickly as the business has. Owners tend to take on everything from accounting and payroll to the daily operations, often leaving them little time to do what they are best at.
    Business is easy, but people make it messy, so when helping to resolve those compliance issues or people issues, I frequently have an opportunity to suggest legal documents (which opens the door for business attorneys) or trade secrets and unique designs (which opens the door for intellectual property attorneys) or specific employment contracts or audit finding that give cause for legal representation (which leaves great opportunities for Employment attorneys). Wonky accounting practices? (enter the bookkeeper or CPA).
    Once they let me into their closet, which is always based on a relationship of trust, the opportunities are endless.

  16. Rebekah Caler
    September 19, 2018 | 11:38 am

    Windows for referrals within commercial real estate happen during all aspects of the transaction. Clients need to have proper funding and a business plan which can lead to several different types of referrals. After the transaction is complete the clients need a variety of services in order to build out their site and help their business grow and be successful.

  17. Kenneth Strack
    September 19, 2018 | 12:34 pm

    A good window of opportunity for me with my patients is listening to them while they describe their injuries. My initial examination is 30 minutes to an hour, and each visit is 15 minutes. Over the course of their treatment plan, we talk about everything going on in their life. My office is a great place for them to tell me about what is stressing them out. A good referral is a great way to further enhance the trust of a patient as well.

  18. Tyler Verlander-Peabody
    September 20, 2018 | 8:14 am

    My window of opportunity is typically when my clients are dropping off their dogs for either boarding or training. They are usually sharing what is going on in their lives and sometimes I’m able to say… well hey! I know personally a reputable person that does XXXX what you need! That small window of time can sometimes open up a big connection between a referral.

  19. Kristin Lloyd
    September 20, 2018 | 12:22 pm

    My clients pour their hearts out to me in our sessions. We set goals, they share their dreams, and in this process that I look for an opportunity to connect someone who may be able to help them and then I ask them if they are ready for an introduction. Client readiness is important and looking for that open window of opportunity is a great way to make that referral connection by sharing that I know someone who can help them with that particular thing, situation, or opportunity that they would like to gain. Then I like to connect them in a 3-way email or text sharing a little bit about each person so they feel comfortable that they already know one another.

  20. Christopher Eells
    September 20, 2018 | 12:32 pm

    My window of opportunity is when the client is starting a new project and needs to show proof of insurance. Many times businesses need to meet new insurance requirements when they start a new contract. It is a good time for me to give a quick overview and allows me to know where their company is moving and what resources I may have to help them to get there.

  21. Jason Wilson
    September 20, 2018 | 12:47 pm

    There are many windows of opportunity as a realtor. One window of opportunity is a good landscaper like Jaco Swanpoel. Many times clients need to upgrade or update their landscaping to give the home more curb appeal.

  22. Matt Hirsch
    September 27, 2018 | 9:09 am

    Happens all the time. We represent a lot people in protective order hearings, for instance. But if children are involved, I refer those out to our family law attorney. Sometimes I’m in the right place at the right time. You can give some good referrals just by eavesdropping.

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