1: Referrals are earned – not owed.
We earn referrals by what we do, behavior,
not by intention, what we meant.
- People Refer to People Who Like Them.
Respect shows liking.
a: Time – arrive, substitution, lunch, preparing an introduction
b: Rapport – how to benefit, and how to break it
c: Is it my responsibility to tell them when … Why don’t they tell me when …
d: How to refer to multiple people
e: What should I do when I get a bad lead, get bad service, give bad service?
f: What should I do when a Member conflicts with me?
2: Equal and fair are not synonyms.
Equal means everyone is treated the same.
Fair means individuals are treated as they deserve.
- Consider these scenarios:
a: Arrive late = no InfoMinute
b: Stand when talking
c: How much time do I have to respond?
d: When do I owe a thank you?
e: Who is responsible for Referral Records, We Did Business slips, Endorsement letters?
f: What is the purpose of an IntroMinute?
3: Effective communication is crucial for credibility.
- Communication is what the listener does.
Will the listener think this is good news or bad news?
| Good News | 12 | Bad News | |
| Eyes (email or text) or Ears (phone or in person) |
Eyes | Ears | |
| Individual (private) or Group (public) |
Group | One-on-one |
- Congruency Creates Credibility.
Credibility produces trust.
Trust generates referrals.
a: How to talk about money. How to mix business with politics and religion.
b: Dress for the meeting, for appointments. Does it really matter if I wear my jeans, cancel coffees, only follow up on the best referrals?
c: Why am I not getting referrals from my GateOpeners at the table?
d: Email choices – CC, BCC, sig files
e: The cost of paying for referrals and bartering services.
f: How to leave a group profitably.
