Who Does You Mean?

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
afterwards. The person who caused the wreck has a
legal obligation to compensate the victims of his
carelessness. If you are that victim, you should know
all of the categories of compensation you are entitled
to: repair your vehicle, rental car reimbursement
while your car is in the shop, payment of your medical
bills to include medicines prescribed to assist you in
managing the pain in the neck. Dealing with the at-fault
driver or his insurance company can be a daunting
task and can frustrate even the most diligent victims.
My name is ___X___  and I love car wrecks.
The listener.
Who is the listener?
Team Members.
These words are an ad
that will generate a sale if
a Team Member 
has a need.
The pronoun you,
used eight times
in 45 seconds
will not create referral,
or actions.
When you see your neighbor get into his rental car The listener. Who is the listener?
Team Members.
This is incongruent.
For 45 seconds the listener
has been in an accident;
suddenly the listener is
not the person in the accident,
the listener is the person
the speaker wants a referral from. 
call me and let me do the worrying for you. Confusing because
in 10 words you means
both the listener and the neighbor
who has been in a wreck.

(To see a different reason this InfoMinute is a Good Example of Bad – click here.)

Using what you experienced in the InfoMinute look at these two phrases:

“It is my responsibility to provide a consultative approach when reviewing my clients needs. Can you go online and do it yourself? Sure, but this often leads to …”

  • The sales pronoun “you” is costing this Member referrals.

“Our specialists provide expert, one-on-one service so that you can focus on growing your business.”

  • When the listener is not the prospect, use referral pronouns (I, they) instead of sales pronouns.

1: Scroll up and read the original InfoMinute out loud – so your ears hear the pronouns.
2: Then read it again, substituting the pronoun “they” for you, or leaving out a pronoun if you choose.
Let your ears hear the difference.
Get referrals!

Power Etiquette – because referrals come from people who think you like them.

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…

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,…

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…