How to divide everything into referral-profitable pieces of information.

Fill the Filing Cabinet Workshop 

Identify the topics to spend a longer time on. Learn how to structure the information for referrals. Decide whether to create a handout or a handoff. And learn how to get, and what to do with, FeedForward questions and comments.

7-Minute Presentation Workshop 

A Best Client Genome is made of 17 observable characteristics that 5 Best Clients have in common. 

When all marketing effort, money, and time is directed to Best Clients a business is fun and, more important, profitable.

Best Client Workshop

A GateOpener is a classification and, concurrently, a GateOpener is a person, in a classification, who refers me one new client, every month. Six GateOpener classifications, 10 people in each one, and I have a credible claim to a referral based business.

GateOpener Workshop

How to Build a Referral Marketing Plan

David Citrin -  Medical Malpractice

Name the four drawers

Pick the most fun + most profitable drawer

Is there a triggering event three months out?

Run through the six questions

Pick six (of the 36) topics

Crowd source, and evaluate

Pick one for a 7-Minute; two for InfoMinute series

Hand out

Hand off

Diamond outline 

Case study outline 

Custom FeedForward card

Joint 7-Minute

Interaction

Props

Sync InfoMinute with 7-Minute = 8 minutes

Lead up to a 7-Minute with InfoMinutes

DO NOT answer FFC questions next week’s InfoMinute

Do only 7-Minutes from this drawer—

Rotate through drawers for 7-Minutes & InfoMinutes

Less hands on prep time - think while doing dishes

Correct timing for hot spot promoting

Get referrals because amount of information fits 

Can use topic in coffee conversations in advance 

Credibility when introducer asks about topic

Use to prep for client conversation

Use to prep to speak for self promotion

Start working on 7-Minute the night before

Apologize for not having ... (handout, data)

Have a 40-page handout

Use a video or .ppt instead of presenting 

Talk about them self instead of client focus 

EXACT same 7-Minute they’ve done previously 

Read thank you letters the whole time

New to speaking to promote - new Members

Think everyone knows what they do-expncd Members

New in business - don’t think they know enough 

Service business - tends to self depricate

Teaches how to DIY instead of focus on referrals 

doesn’t want to limit sale to 1 product - fear

Pick the drawer that is most fun + most profitable

Run through the six questions:

Look three months out - for a triggering event

Pick six (of the 36 possible)

Crowd source and evaluate

Hand off or hand out

Case Study outline

Diamond Outline

Custom FeedForward Card

Sync InfoMinute for 8 minutes of content

Lead to 7-Minute with InfoMinutes or close topic

Could do only 7-Minutes from this drawer

DO NOT use FFC questions for next week

Rotate through drawers for 7-Minutes 

Catch hot-spot for promoting - timing is correct

Amount of information fits

Use topic for coffee conversations in advance

Use to prep for client presentation

Use to speak for self promotion

Mention working on it the day (or night) before

apologize for not having everything

don't have a handout/handoff

have a 40-page handout

talk about them self (DIY)  instead of prospect

use a video or .ppt instead of presenting

New Members - haven't spoken to promote 

Experience Members - think all know everything

New in business - think they don't know enough

Product business - afraid of missing sales of other 

Teaches DIY instead of focusing on referrals

Identify five most profitable

identify five most fun

Unable to walk

Wendy Kinney

Filing Cabinet