What To Say To Get Referrals: Action > Specific
At InfoMinute Seminar you used the mental model of a four-drawer filing cabinet to divide the things clients pay you for into four drawers.
Few clients pay us for all four drawers. They start with one.
Tell us the product or service that clients are most likely to start with when they begin doing business with you.
Why is this foundational?
Response from Wendy Kinney
from the PowerCore Team
Most Members attend InfoMinute Seminar as part of completing the mentoring program.
Some (Melissa Moss comes to mind) want more - they attend repeatedly as they identify components they can level up.
And some take the extra workshops: the natural handshake with InfoMinute Seminar is Fill the Filing Cabinet Workshop, then 7-Minute Presentation Workshop. Members who understand the value of specificity in referral generation move on to Best Client Workshop. There they identify green cards, which are foundational for InfoMinutes.
All marketing begins with a profitable answer to the question "What do you do", and an InfoMinute is the referral profitable response, because it stimulates a conversation.
Response from Michael Matthys
from the North Fulton Team
In our business gutter cleaning is the entrance to all of the services that we offer. They may want us to do pressure washing and window cleaning as well. This is foundational because in the order of the cleaning services we offer we start with services that go from the top of the structure to the bottom. We start with gutter cleaning, then pressure washing, deck or fence staining if they choose to do this and window cleaning is always the last service to be done.
Response from Tom Wallace
from the Peachtree City Team
Clients are most likely to start with Cash Flow Planning.
Why is this foundational?:
Developing a spending plan along with changing their mindset about money is how the rest of their personal finances are built upon.
Response from Christopher Lyboldt
from the Roswell 400 Team
Most families start with a Discovery Meeting or a free Elder Care Consultation, where we unpack their biggest concerns—whether they are care needs, finances, or family disagreements.
Why is this foundational?
Because before they can make a decision, they need clarity. Many families don’t even know where to begin. In this first meeting, I help them organize their thoughts, understand their options, and create a path forward.
Without this step, they risk making choices out of panic instead of strategy. But with it, they gain confidence and direction—turning a stressful situation manageable. And that’s what builds trust for the next steps.
Response from Sri Chakravarty
from the Roswell 400 Team
At Profitability Business Solutions, we offer business plans, exit planning and buy/sell advisory services. Our relationship with clients typically starts with a business plan - business plans are essential to achieve business growth, and are required to get a commercial loan via SBA, so most businesses need them. This becomes the foundation of a great relationship as our clients come to value our industry knowledge, financial expertise and the willingness to dig into every issue to identify and fix the root cause.
Response from Paul Urfi
from the Kennesaw Team
For Zoomin Groomin, clients are most likely to start with:
First-Time Full-Service Grooming Appointment
This includes a premium, one-on-one grooming session performed right at the customer’s driveway in a fully equipped van—no crates, no chaos, and no stress for the pet.
Why is this foundational?
Because that first appointment builds trust. It’s when the client sees the difference between traditional grooming and the Zoomin Groomin experience.
They see how their dog responds to a quieter, calmer, one-on-one environment.
They meet the groomer face-to-face and get a feel for the level of care and professionalism we offer.
They experience the ultimate convenience of not having to load up the dog, fight traffic, or rearrange their day.
That first grooming is the gateway.