In my Medicare business, I get calls every year from a spouse of a client who is being sent to a skilled nursing facility. They want to know what the cost will be but the real reason they call without telling me is what happens if they don’t heal and need more care after they are released. A kindling question I start with is what happened? Which leads to, what is the prognosis? Then I just listen. I then give them examples of what may happen or future needs such as home care or respite care that may not be covered by insurance. This leads to a referral to my teammate Jacqui Underwood of Acti-Kare In Home Health Care.  

This also leads to a discussion of what happens if a fulltime care facility is needed. It may never happen but I let them know I have someone they should talk to and get all the information they can now, so they are prepared just in case. This leads to a referral to my team member Christopher Lyboldt of Senior Care Authority, placement specialist.

When a client complains

• about cleaning, or office work,
• my Kindling Question is often: "Do you know you can hire that done?" with a big smile!

Based on their response I get to offer a referral connection.

• If they say, "Yes, I've got someone", I might ask "How long have you used them?" 
• My goal is not to get them to change, it's to let them talk themself into asking about options,
• which I happily supply.

New on my list is information from Jonah Berger that shows saying 
"I recommend Jessica" is 31% more likely to make them interested that the word "like".

Yes, I'm tracking ....

My brother Eddie is turning 65 years old in April 2025 and was sharing with me about all the mail and telephone calls he has received about Medicare Insurance. He explained to me that his research on how medicare works still leaves him with many unanswered questions. Eddie also had several questions about prescription drugs and how that works with his medicare insurance plan. 

I asked my brother did he know which Medicare Advantage plan accepted his specific prescriptions and how much it would cost him annually. He stated that the entire process of deciding which plan is best and which carrier offered the best coveages was overwhelming to say the least.

After hearing his answers to these questions, I referred him to Megan Byrom at Silver Lining Medicare Solutions. I explained to him that Megan and her staff would be a great referral for him. I sent him a picture of Medicare Solutions business card with contact information. Eddie stated that he would contact my referral the same day. 

My client had an employee he liked, a long-time team member who is chronically ill. The situation made it hard for him to address ongoing performance and tardiness issues. But when we spoke, he said he was finally ready to take action.

I asked, “By when are you looking to have a replacement on board?”

He replied, “Within the next two months.”

That’s when I connected him to Ron White, a recruiter who could help find the right hire.

I was at my Daughter and Son-In-Law's house helping replace some porch steps.  As we were working, my son-in-law mentioned that he and my daughter had heard noise from the porch roof.  Do you think you have a squirrel up there?  He said yes.  I then mentioned Ken-Can.  We had used them the year before to get rid of squirrels in our attic as well as do the exclusion work so they wouldn't come back.  I sent him Ken's contact info, and they ultimately found out that not only did they have squirrels, but they also had bats.  Ken and his team took care of them.

I tend to listen to the people I am with. If, during the conversation, they mention something they need help with, I will ask if they would like the name of a person who can help. I found out my stepdaughters needed to find an assisted living for their dad as he needed care. I recommended Mandy. Who was a great help

Recently, I was chatting with a neighbor who runs a small but growing landscaping business. He was talking about the crazy spring season ahead—customers lining up for projects, but also the stress of keeping up with demand. After listening to his concerns, I said, “That’s a great problem to have! Are you looking to bring on extra help, or do you need more systems in place to manage all the leads coming in?”

He laughed and said, “Both! I need more hands and a way to keep track of everything.” That opened the door for me to introduce him to a business consultant I know who helps small businesses streamline operations. It also gave me a chance to refer a few people I knew who were looking for part-time work.

The best referral opportunities come when you ask about pain points, not just about referrals. People don’t always know what they need until they talk it out!

My office space is rented from an older man that owns multiple properties Commercial and Residential. He likes to DIY evertything. Our hot water heater was giving up the ghost and causing damage to the ceiling tiles, swelling of the bathroom door and ruining the floor. When he came to address the problem I asked... When the water damage problems are bigger, than you can handle, who do you like do you call? He muttered, but the friends that he presistently engages to help him do it himself said not so enthusiastically "me". I asked would you like the number to my restoration guy and reluctenly he said yes. I gave him Andrew's card at Flood and Flame. 

A long-standing client came to me with questions about creating a succession plan for his business. He mentioned he wasn’t sure how to start and wondered if I had any recommendations. This was his comment: "I’m not sure how to get started—do you know someone who can help me set up a solid succession plan?” I used this kindling question: “What concerns you most about the succession process? Would it be helpful if I introduced you to Tyler Toma, a business attorney who specializes in this area? He has helped many small businesses like yours guiding them through the complexity of successsion plans." He appreciated the recommendation but later shared he has a local lawyer he’s worked with before and prefers to stay with them. Even though he didn’t use my referral this time, asking that direct question opened the door for future opportunities.

A new colleague of mine, someone I see every day, is sitting accross from me, hile we work I notice him crack his neck. Perfectly normal, but I made the statement, "Don't do that, it's bad for you." Starting a conversation, he responded with, "Yeah...I know, I just feel like I'm in too deep to change it."

That was where it started. I got to talk about my experience with Dr. Regis, open up the relatable points of breaking a habit like that myself, and soon he was asking for the office number so he could schedule an appointment.

I'll be following up with him this week to see when his appointment is, as well as getting Dr. Regis his contact info should he need an additional call beforehand. 

At a networking event in Kennesaw last week someone mentioned their friedn was moving from Cartersville to Fayetteville.  I asked if they had found movers yet, as there are so many to choose from and finding someone to trust to handle your personal things is tough.  They said they were set up with 2 men and a truck.  I tried Torrence.....