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 responsibility to tell them when … Why don’t they tell me when …
d: How to refer to multiple people
e: What should I do when I get a bad lead, get bad service, give bad service?
f: What should I do when a Member conflicts with me?

2: Equal and fair are not synonyms.
Equal means everyone is treated the same.
Fair means individuals are treated as they deserve.

  • Consider these scenarios:

a: Arrive late = no InfoMinute
b: Stand when talking
c: How much time do I have to respond?
d: When do I owe a thank you?
e: Who is responsible for Referral Records, We Did Business slips, Endorsement letters?
f: What is the purpose of an IntroMinute?


3: Effective communication is crucial for credibility.

  • Communication is what the listener does.
    Will the listener think this is good news or bad news?
Good News 12 Bad News
Eyes (email or text)
Ears (phone or in person)
Eyes  Ears
Individual (private)
Group (public)
 Group One-on-one



  • Congruency Creates Credibility.
    Credibility produces trust.
    Trust generates referrals.

a: How to talk about money. How to mix business with politics and religion.
b: Dress for the meeting, for appointments. Does it really matter if I wear my jeans, cancel coffees, only follow up on the best referrals?
c: Why am I not getting referrals from my GateOpeners at the table?
d: Email choices – CC, BCC, sig files
e: The cost of paying for referrals and bartering services.
f: How to leave a group profitably.



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 – part 3

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…

Kindling Question Workshop Handouts

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…

Different + The Same

Many things are different right now – I get to sleep in 30 minutes longer and still be at the meeting on time. Instead of printing handouts I send a .pdf to Members the day before the meeting to print their own. I’ve seen some sleepy toddlers in their daddy’s laps (I love this!) and some friendly pets…

Timing = for the money

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…

Do I Turn in a We Did Business Slip if I Didn’t Make Any Money?

The question: “A Member invited me to speak for an event they are hosting in June. We are unsure whether to count that as doing business. The event is free. Often these opportunities bring me business. He did count the referral,  do I just leave the event in the air?  Must a “We Bid business”  have a positive dollar value?”…

What I got from lunch – with Susan Morley

Susan Morley likes burgers – when she suggested Mix’d up Burgers for lunch, I said yes! Here are my three best take-aways: 1: When I walked in Susan wasn’t there yet, so I told the smiling woman at the register I would wait. She responded with “Would you like a glass of water while you’re…

We Both Benefit If You Tell Me When I’m Wrong

Tyler’s question, “May I Tell Him He’s Wrong?“ was about her appropriate response to a Visitor who prospected her. I used the mental model from Bullseye Networking to show she didn’t owe him the courtesy. Tommy Schlosser commented that my answer was ineffective in a Team context – Members owe each other credibility conversations –…