How do people GIVE to earn referrals?
1: Refer. Well. With information.
A referral is a three-way connection. A lead is not a referral – a lead is an opportunity to cold call. Referrals are the antithesis of cold calling.
When Members call the number you’ve given them, and the person isn’t interested — bad juju.
Bad.
But it gets worse: don’t pass an opportunity to refer and call it a referral. Don’t think the Realtor considers your painter a referral. If it’s not going to be a bank deposit, it’s not a referral. Calling it one, or filling out a Referral Record, doesn’t make it so.
2: Create a system for referrals.
There’s the Jill Pullen System, and the Tim Miller System, and the Maggie McSweeney System, and the Rusty Carter System, and the Nancy Kaye System, and you could make your own or use theirs, just know that “I don’t have a referral today” isn’t a smart thing to say. Ever. Make a system that you will use.
3: Refer to GateOpeners in person.
A GateOpener is a second generation referral – that means it’s even riskier for them.
- All GateOpener introductions have to be made in person, over food.
- Otherwise, it blows back bad from two directions.
- When you make a solid GateOpener introduction, in person, with food, both people feel they owe you. Big!
4: Follow-Through.
When Visitors and Subs come, follow-through with them. You’ll impress them. They’ll say good things about you, and your Team, and refer to you. Follow-through. It’s worth it.
Linda Loud follows through to the person she subbed for. People say good things about Linda.
5: Take the initiative.
When you suggest coffee, it’s your role to choose a date, time, and place.
- Placing these decisions on the other person’s task list isn’t giving – it’s abdicating.
- You invite, you choose date, time and place. They respond.
6: Write Endorsement Letters.
Tammy Mealy takes her Team’s Endorsement Letters and posts them by her door – where every client sees the opportunity on the way out.
Tammy also sent an Endorsement Letter for a Sub to read on a day she wasn’t there; not being at the meeting isn’t an excuse for not having referrals.
If you’re doing an InfoMinute, have something to give.
