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…
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…
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…
Team Members know how to introduce you – really – they do. What they don’t have on the tip of their tongue is a way to begin, to start a conversation that would end with an introduction to you. Can’t start with the introduction; have to start with a question. And the question is just…
The difference between homeless and wealthy is time – a homeless person doesn’t know if they will eat tonight. A wealthy person is confident they can feed their family for generations. Referrals require a wealthy mindset. When people talk about today — today’s news — it sounds like “in these uncertain times … if you…
Tyler felt spammed (Best Client version) because she wasn’t seen. She was lumped. Eeeewww. It was the script: “my specialty is in your industry.” (May I Tell Him He’s Wrong?) that created her predictable response: “I’m unique – so I am not your client.” Think about the differences between an elevator pitch and an InfoMinute. ____ An elevator pitch is meant…
The Purple Card in an InfoMinute answers the question “Why me?” Cliches, by definition mean: we’re all the same. That’s why cliches can become profitably differentiating Purple Cards. Here’s today’s cliche: “I’m incredibly responsive.” Your assignment, right now, is to click comments and add three Purple Cards for yourself that come from this cliche. Click…
Last week I explored a gold mine and panned for gold with Tanner (7) and Mason (10). We learned from Miner Josh that the biggest chunks of gold were found right on the surface. Meanwhile, Jill Pullen discovered a new vein rich in Purple Cards: “I was just scanning feed forward cards from a 7 minute…
Every minute of referral conversation needs five seconds of differentiation. Five seconds that answer the question “why I am good at this.” That’s the Purple Card. FOMO has been added to the Oxford Dictionary. It means fear of missing out. Sometimes people don’t share specific Blue Cards {the Blue Card is new, valuable, usable information}…
