My focus is entirely on referrals - toward that end I research referrals and share that information in several ways:

Referral Triggers is one -- and it's a differentiator.

Referral Triggers are not icebreakers, or elevator pitches; they stimulate thoughts in the listener, because all referrals start in the listener's mind. In the particular case of Referral Triggers the thoughts are "what is like, and what is not like, what I'm hearing." One way to capitalize on this is the opportunity to show the answers Referral Trigger questions on each Member's profile page. 

Action > Answer. Reaction > Thought. Result = referral.

I set myself apart by making leadership transformation the foundation of my work. Most consultants focus on processes and execution. I focus on what’s blocking execution in the first place. I assume my clients are already experts in their field. What holds them back isn’t strategy; it’s blind spots, (i.e., self-doubt, misalignment, or unspoken fears). By helping them break through these barriers, I don’t just improve their performance, I make sure they can sustain it long after I’m gone. That’s the real difference.

One way I differentiate myself from others is that I have experienced what my clients are going through. 

I have empathy for their situation and have navigated the potholes coming out on the other side.

I am also a member of a group of Financial Coaches who each have different expertise. This gives me a wealth of knowledge I can leverage, as well as other coaches I can refer to if a prospect needs something I can't provide.

I realized that marketing myself as a Positive Reinforcement trainer was a big differentiator for me. There are only a few of us out there. Also, having my certification differentiated from the bulk of other trainers as there are no licensing requirements to be a dog trainer.

The conventional knowledge about elder care advisors is that they are exclusively dedicated to placement. The key differentiation that I bring to the market is that I don't have a placement bias. I'm able to navigate families through multiple programs including Medicaid waiver coaching, and skilled nursing facility placement. These are just two examples of services that most placement agents don't focus on.  Positioning myself in the market without placement bias has served my clients because they don't feel like they're being sold into a single service. I'm able to truly meet them where they are an offer a solution that's authentic, and that best represents the needs of the older adult that requires care.

When I entered the bookkeeping field, I saw an opportunity to stand out by offering more than just data entry and reconciliations. Many firms record the numbers but stop there. I wanted to go further, providing advisory services that include compliance guidance and workflow management. By focusing on these areas, I help clients stay ahead of regulatory requirements, minimize potential penalties, and streamline their processes to save time and reduce errors.

My clients benefit because they don’t have to juggle compliance concerns on their own, and they gain clear, efficient systems for everything from invoicing to payroll. I also interpret their financial data, identifying trends and suggesting actionable steps to improve profitability and cash flow. To capitalize on this differentiator, I invest in continuous learning—attending workshops, staying updated on regulatory changes, and mastering new software. By combining thorough bookkeeping with proactive advisory in compliance and workflow management, I deliver real insights and support that drive my clients’ long-term success.

The biggest opportunity I saw was time. Health Insurance agents were not spending nearly enough time with their clients. Fielding questions, explaining every nitty gritty detail, customer service, claims, everything that anyone would want help with.

That is why I spend so much of my time catering and providing for my clients needs. Every single person I get signed up must go through my thorough explanation of whatever benefits they are signing up for. I walk them through the application process, verification calls, and additional medical records requests for underwriting.

When they get approved, my clients can schedule policy reviews directly on my calendar to get a refresher at any time, get online accounts set up, and I can help them find the care they need.

A lot of the time, if there is an issue that needs attending through the insurance company’s back office, I schedule a time with my client, call customer service ahead of time on my end, *I* wait on hold, *I* explain the situation, and then when the back office needs the policy holder to verify any changes, I put the *customer service rep* on hold, while I loop in my client, to spend 2 minutes verifying, and their problem is solved.

It’s that kind of service that sets me apart.

My advice to a protege would be to take initiative. This would could take form in the following ways:

- Registering for the Powercore Trainings at their earliest convenience. 

- Substituting on other teams with those who do not have your seat held. 

- Make a point to give more referrals to other team members than you get. 

Make sure others value you in your seat and they will provid the referrals in time. 

When we started Nix Electrical, we saw an opportunity to stand out by focusing on clear communication, reliability, and expertise in residential and light commercial projects. Many electrical companies struggle with responsiveness and transparency, leaving customers uncertain about timelines, costs, and options.

Our clients benefit from our consultative approach. We don’t just install—we educate. We help homeowners and business owners make informed decisions about their electrical systems, whether it's choosing the right car charger amperage, upgrading panels, or planning safe, code-compliant installations.

To capitalize on this, we’ve built efficient processes for quotes, permitting, and scheduling. I personally handle customer consultations, ensuring clients feel confident before any work begins, while Steven focuses on high-quality installations. This balance of expert advice and skilled execution leads to a seamless experience and lasting customer trust.

Being a serial, seasoned entreprenuer, I realized the experience and knowledge that I have brings value to my clients that my competition is lacking.