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…
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,…
Grand Slam Follow-through
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…
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…
