What to DO to GET Referrals
Rectangle: The Shape of Your Deposits| Home Run
Conversation lead by the: Midtown Team
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and | Take a look at a We Did Business slip. Where are the edges for you on Home Run referral?
Perhaps, like PowerCore membership, each of your clients brings the same dollar amount. In that case, what determines whether you mark a We Did Business slip Home Run? If it’s a tangible difference, let us know. If it’s a personality difference, share that. |
A Home Run Member takes initiative for:
a: completing the 5-part Mentoring program
b: walking into the meeting each week knowing
___b1: what their InfoMinute is going to be
___b2: what their Referral Trigger answer is going to be
___b3: what they have to give during referrals
___b4: who they’re going to invite for coffee this week.
c: creating referrals to give
d: focusing on what they do and say – taking responsibility for what they get
e: holding a leadership position, participating as an Orientation Essentials panelist, or a Coach. (In the last few months the Members who lead the virtual meeting initiative for their Team are in this category.)
f: using their membership in +five of Jason Wade‘s seven ways.
___f1: they get referrals
___f2: they give referrals because they’ve taught their client that they are a resource
___f3: they value the resource of Members they use
___f4: they benefit from the peer group, or mastermind component, of conversations with Members
___f5: they appreciate the liberal arts degree they get from 7-Minute presentations, and give that level of knowledge to the Team in their 7-Minutes.
___f6: they turn these relationships into friendships.
Home Run Members take responsibility for how they can add value in four dimensions.
Right this minute, without thinking or pausing for a breath, I could name 200 Home Run Members. Home Run Members are always in the front of my thoughts.
A home run in my business is a client that recognizes the need for my services, has a difficult situation and cooperates with me as we arrive at the solution. After the initial problem is solved. This client becomes a repeat client.
A home run client will have a mix between the financial ability to pay for weekly sessions as well as someone willing to do the work. They’re open-minded, but they just feel stuck. They’re not coming to me to give them exact or quick-fix answers. They understand that therapy takes time, and that it also takes work outside the therapy room. A home run client will want to do the work outside the therapy room.