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 start with all four drawers.
Share the product or service new clients are least likely to begin with. Explain why. Does something need to happen first?
If this is one of the things you like best, tell us why.
Response from Wendy Kinney
from the PowerCore Team
There are four extra, and three extra extra workshops - and there are WorkRooms.
Members are least likely to begin in WorkRooms because they have a prerequiste, and require preparation in order to share.
The Fill the Filing Cabinet WorkRoom on April 21 only has 14 people reserved.
They'll bring their laptops and use their working papers from the workshop right before that
to learn how the Filing Cabinet tool on Harlan makes InfoMinutes profitable, multipurose,
easy and, my favorite: quick!
But first, they do the workshop.
Response from Saurel Quettan
from the Candler Park Team
Most new clients don’t start with strategy.
They think they need action, and say “I need to register my LLC” or “I just need a logo.” But jumping into execution without clarity is like furnishing a house before it’s built.
That’s why clients rarely start with business model development.
It feels abstract until they realize every stuck point ties back to it. Confused offers? Weak marketing? Pricing problems? That’s all business model.
And honestly, this is my favorite part.
Helping someone uncover what their business really is: who it serves, how it delivers, why it matters. That moment flips the switch. It’s no longer just an idea. It’s real. It’s theirs.
So while few start there, the smartest ones circle back, and that’s when everything changes.
Response from Tom Wallace
from the Peachtree City Team
The file drawer my clients would be least likely to begin with is the Saving Plan drawer.
The reason... many of my clients don't have the margin to begin or continue saving. The foundational parts of a good proactive spending plan and debt reduction plan need to be in place first to create that margin in their spending plan to allow for regular saving.
Response from Heidi Franz
from the Newnan Team
Integration Apps: The Least Likely First Step
New clients rarely start with advanced integration apps that link their cloud accounting software to tools like expense reporting automation or field service platforms. Before suggesting any of these, I need to thoroughly understand their current operations—how they track expenses, manage workflows, and handle daily tasks. Integrating new apps without this insight could disrupt their processes rather than help them. But once the groundwork is laid and everything is mapped out, these integrations make a huge impact on efficiency and accuracy. It’s one of my favorite parts of the job because it takes clients from a manual, time-consuming process to a seamless, automated system, giving them more time to focus on what they do best.
Response from Tim Davis
from the Marietta Square Team
The Drawer Clients would least likely start with when it comes to my product and services would have to be "Umbrella"
Umbrella policies are typically an add on product adn are oftne over looked. However they can be the most beneficial piece of your insurance pie, per say. Typically I would have to sell them Auto and Home policy first prior to attempting to up-sell or sell them an Umbrella Policy.