What To Say To Get Referrals: Action > See
Think of your best client – best client of all time – most fun and most profitable.
With that person firmly in mind tell us
1. What we would see them do if they walked in right now – would they give you a hug?
2. How would we see them participate during the meeting – would they take notes?
3. What would we notice about how they walk? Fast? Deliberate?
What would we see?
Response from Wendy Kinney
from the PowerCore Team
She would be there before me. Probably sitting down, because everything she needed to have ready is done.
She'll look up when I walk in, and smile.
If I don't come over to sit by her, she'll get up and come over to me to say hi.
During my workshop she'll have a really good (difficult) question to ask - the kind everyone else is afraid to ask.
After the meeting she'll have a suggestion for me. (She's the person who invented Feed Forward Cards)
And she'll invite me to coffee if no one else does, but only to show them I'm accessible - we'll good to lunch/coffee even if we don't document it.
The first time I met her was pre 6:30am at the Team she'd joined.
I pulled up and the restaurant wasn't open yet.
There was a car to my left with someone in it, and I figured they had to be there for the PowerCore meeting, too,
so I got out of my car, knocked on the passenger window, and got in!
We had a very personal conversation, in the dark, looking out the windshield -
and since then we've found a multitude of ways to support each other.
Response from Saurel Quettan
from the Candler Park Team
My best client? Here’s what you’d see:
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If she walked in right now, she’d flash a grin and clap me on the back—energy forward, already mid-thought.
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During the meeting, she’d nod while scribbling on a legal pad—pen always moving, interrupting only when something clicks.
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And how does she walk? Focused and fast, like her calendar’s tight but she is still on a mission.
Response from Tom Wallace
from the Peachtree City Team
With the majority of my clients meeting virtually, things that I would notice if we met in 3D are not as apparent. However, there are things characteristic of my best client of all time:
1. They smile and give a wave when we first connect on Zoom
2. During the meeting, they regularly take notes
3. They light up when they talk about their kids
4. Offer up wins from the last time we met, before I ask about them
Response from Amir Demings
from the Kennesaw Team
My best client would give me a hug and introduce me to his wife. He'd be just as excited as I was to see him, his keys to his truck dangling and all. During the meeting he'd probably be overwhelemed. The fast paced and detailed nature would probably remind him of his encounters with confusing insurance jargon that I'd be able to break down to him in simple terms. Hold his hand? Nah, he's deliberate and consciencous. He has to be because he has a family. Wife, kids, people to protect. He'd be wearing his trucker boots and some casual apparel to stay comfortable on and off the road. My best client is compassionate and wants to take care of the people around him, which is why he came to me to help protect the people on his Samsung phone lock screen.
Response from Kevin Williams
from the Newnan Team
He would smile and enage everyone. Very good energy, but not over the top. Friendly and he would acknowledges everyone ensuring everyone is seen.
He would be taking notes, but would be very attentive to the speaker. When he speaks, it would be something worth hearing. He doesn't speak to let everyone know he is in the room, but his thoughts are caluclated and interjected always at the right time.
He would walk throght the crowd slow. Ensuring to engage with everyone and make everyone feel valued.
If you didn't know him, he will make you feel like you have been friends for a very long time.