When a person who has never used referral marketing is considering joining PowerCore the most important question they can ask is:

• How will I make Team Members recognize my prospects?

Today Jennifer Parlier started our coffee conversation about Best Client characteristics with

• "This is hard for me because -"

Later, at our cars, I pointed out an SUV in the parking lot with ornamental decals on the windows as being observable - and Jennifer exclaimed

• "All five of my Best Clients have a magnet on their car door or a wrap or a decal promoting their business on the car window."

That's the key to generating referrals. 
What will Team Members see?

In the workshop today Ryan asked to make the guy who doesn't want to go to therapy, but his wife wants him to, observable.
Immediately Yvette crossed her arms!
She's right!
The green card we came up with was "I'm a good referral for the guy who crosses his arms every time his wife speaks."

Next comes golden card - what does he want - and Brandon had the answer: "He doesn't want to pay alimony!"

Golden card lets us direct a conversation toward a referral.

People looking at PowerCore should ask how they will give us the observable characteristics we need to recognize referrals for them.

Using a recent example: two law firms had merged to form a 20-person new entity. They came to me to discuss integrating their two teams both culturally and with regards to their processes. 

There are three things people worry about when hiring a consultant:

1. What will it cost me
2. What is my time commitment
3. What will I get

1 and 2 are on my website, 3 can be more person. That is question they should ask me: 

What will change for my business by working with you?

One important answer I can give them in this scenario is: everybody in the new firm will be on the exact same page about the firm mission, work, and expectations. And you can stop micromanaging. (ok that's a 2-part answer :-) )

Scene: A neighbor is complaining about how stressful their job has become and they are worried about their future with the company.

What Question Should They Ask?

How can I deal with this job worry and stress that I am agonizing over?

One Possible Answer:

I can help your neighbor recognize that their worry only exists in their imagination since it hasn't happened yet. While in this phase it will be more beneficial if they can look for the positive possibilities in changing how they respond to the stress for a more positive outcome. They can do this because their initial response to stress is a learned behavior and as such, they can learn a new, better and different way to respond.

How a First-Time User Should Use This Information:

"Are you ready and willing to find some ways to change how you respond to the stress to get the relief you are looking for?"

A first-time business owner is overwhelmed and finally considering a business consultant because nothing feels organized. One great question they should ask is: “Where should I focus first to build a solid foundation?”

One answer? Start with clarifying the business model: who the customers are, what value is being offered, and how money will be made. Without that clarity, everything else is guesswork.

That insight helps them filter out distractions and invest their energy where it matters most from day one.

Scene:  A couple is making great money, but at the end of the day, they always feel broke.

 

What Question Should They Ask?

What can you do to get us to take control of our money?

 

One Possible Answer:

If you decide to move forward with coaching, I will guide you to Refocus on how you are working with your money, Gain Control of where your money is going, and Set A Plan to execute the goals you want to accomplish.  And, all along the way, I will provide Accountability for staying on track and building momentum toward accomplishing your goals.

 

How a First-Time User Should Use This Information:

They should evaluate if they are willing to change the way they handle their money and if they want to put in the work to make that happen.

This person has a ton of pictures on their cell phone.  They  have always relied on their cell phone or images taken by someone else with a cellphone.  But now they need professionally taken headshots, personal branding photos or even legacy family portraits so they now want polished professional images.  

 

A question they might ask, since what they were previously doing involved little to no cost, is what comes with a professional photography session with Renea Ash photography.  They already know getting images are most likely involved but what they don’t expect is I customize every element of their session to meet their needs.  From the location to even the play list. Plus, I’m right there guiding them throughout the whole process solving their problems, helping them with wardrobe options, posing and addressing their pain points around getting those images taken.

 

They should use this information to clarify how closely it aligns with their expectations and their desired outcome. 

Sometimes, new clients come to me saying, “I don’t get it… I’ve checked all the boxes. I have the success, the house, the life. So why do I still feel like something’s missing? Wondering, “Is this really it?”The first thing I want them to know is that there’s nothing wrong with them. If that question is showing up for them, this is a breakthrough moment…if they choose to dive in! Many people are living on autopilot. They’re so busy achieving that they never stopped to ask, “What do I want my life to look like?” This is their inner voice speaking up. It’s a sign that they’re ready for something more meaningful. This is the moment where coaching can help them get clear, reconnect with what lights them up, and realign their life so it actually fulfills them — not just what they are doing, but who they’re becoming.

Katie has a new role at Birch Creek Elementary. Part of her role is to find a local t-shirt company to print some t-shirts for spirit week.

The first question she should ask is whats my turnaround time. There's contingencies but i would tell her my normal turnaround time is 7-10 business days.

Katie should use the information from my answer to determine the deadline for accepting orders from the school.

A Person or Family looking to Purchase a Home but don't know where to go for a Mortgage.

 

Where do I go for a Mortgage?

You can go to a Bank or Lender which is considered Retail, however using a Mortgage Broker is going to save you Time and Money. Banks and Lenders set their Mortgage Rate and Fees, a Licensed Mortgage Broker is looking out for your best interest. We shop your Loan with Wholesale Lenders to ensure that you're receiving the best Rates and lower cost. 

How a First-Time User Should Use This Information:

Insead of being offer just one Lender or Banks Products we have several Lenders that are competing for their business. It's not able me but about providing Value of my expertise in the Mortgage Business. 

Scene:
A new business owner has been juggling their own bookkeeping in a spreadsheet, and it’s getting too complicated to manage on their own. They’ve never worked with a professional bookkeeper or advisor before, but realize they need more comprehensive financial support.

The Question They Should Ask:
“How will you help me understand my financial data so I can make informed decisions for my business?”

One Possible Answer:
“I’ll provide monthly reports and walk you through the numbers—highlighting patterns, explaining what they mean for your cash flow, and identifying areas where you can cut costs or boost revenue. This way, you’ll know exactly where your money is going and how to use those insights for strategic growth.”

 

How a First-Time User Should Use This Information:
They can evaluate whether this level of analysis and hands-on guidance matches their goals. If they want more than simple data entry—something that helps shape their financial strategy—this answer confirms that the bookkeeper brings both organization and advisory value. They’ll know they’re not just getting transaction tracking, but also expert advice for reaching their next business milestone.