1: Referrals require credibility. 2: Congruency creates credibility. 3: When an InfoMinute is incongruent it’s confusing. 4: Confusion erodes credibility. InfoMinute Who is You? Generally speaking a car wreck is not the highlight of your day. Often it is not only the low point of the day but can cause pain – literally – for months…
1: There are two bodies of etiquette Social Etiquette Business Etiquette The rules are different based on the context. 2: There are three forms of etiquette Protocol – forms of ceremony observed by diplomats Manners – Social deportment, behavior and conduct Courtesy – My use of manners to show my self respect, and my respect…
An InfoMinute is the way to answer the question “What do you do?” and get referrals. One-third of the minute — 20 seconds — needs to be resonant client identification, in three parts. The Green Card is: who + how. Who is a person, one person, identified by name, by title, or by relationship. Name…
The PowerCore MembershipJournal has three tabs – What to SAY to GET Referrals, What to DO to GET Referrals, and What to DO to GIVE Referrals. When I’m not getting all the referrals I’d like – there’s a reason why, and I’m the only person who can fix it. This I know for sure. It’s…
There are six levels to our relationships with people Graze: This is the drive-by shooting of networking – where people hand you a card and say “If you ever need anything, give me a call.” There’s no money at this level — it’s a hit-and-run. Grin: At this level you’ve met the person repeatedly enough,…
The PowerCore agenda creates energy by design: Attitude (or energy) is the vertical axis, time is the horizontal axis. There are three energy risers during the meeting. They are the things everyone participates in: InfoMinutes Referral Triggers Referrals The stair step action of individual activities and group activities creates a meeting where people feel better when they…
1: Define the Boundaries. Name four things your clients pay you for: If you’re an insurance agent you might say [a] Homeowners Insurance [b] Auto Insurance [c] Bike/Boat/RV [d] Umbrella Policy Pick one. It is not possible to profitably cover everything you do in 7-Minutes. Pick one of the four things clients buy from you,…
The Data: 80% of all sales, in all industries, are closed after the 5th, 7th, or 11th contact. 48% of all salespeople make one contact, and stop. Making a second contact reduces competition from 99 to 51. 25% of all salespeople make a second contact — but they do it wrong See The Rules For…
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…
How to get a gusher of referral business, that other people let go down the drain. First, the concepts: Advertising is a message from one to many Send out a message and some people will be attracted, and make an inbound call Advertising takes money. Cold calling is a message from one to one…
