Wendy’s Desk

What to Say to Get Referrals

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…

Why Don’t I Get More Referrals?

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…

Bull’s Eye Networking – From Handshake to Bank Deposit

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,…

How Energy Powers Referrals

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…

The Size And Shape of a 7-Minute Presentation

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,…

Credibility: How to Get It, How to Lose It, and How to Get It Back

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…

It’s Raining Referrals

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…

The Care and Feeding of GateOpeners – essential concepts

The word GateOpener has two meanings: 1: The classification 2: an individual in that classification A GateOpener (the person) is -one of 10 people -in one of 6 classifications (10 x 6 = 60) -who refers one client a month to you, like clockwork. GateOpener introductions are the most profitable thing to get from PowerCore…

The Art of the Invitation

An invitation is a compliment – it tells the person you like them enough to include them. Which is a good thing, because since 2009 people have been doing business with, and referring business to, people who like them.       1: The Marc Replogle System —– Original Message —– From: Walter Morgan III To: Marc…