What To Do To Get Referrals: Structure

The PowerCore meeting pulses between group participation, like InfoMinutes and individual scripts, like Officer reports.

  • What structure have you implemented in your business for in order to produce attention and focus?


Linda Loud

Response from Linda Loud

from the North Point Team


One of Mary Kay’s guiding principles was “Imagine that everyone you meet has a sign around their neck that says ‘Make me feel important’.”  She designed our business to do that in ways that promote both group and individual attention.  Our parties are small gatherings of 4 to 6 people participating in a Try Before You Buy pampering session.  Afterwards I meet with each person individually to determine their specific interests, and find out how I and our products can best meet their needs. It’s a similar approach with PowerCore: my info minutes are presented to groups, but I work with the individual referrals. In those interactions, I try to emulate another of Mary Kay’s attributes. When she was talking to a person, she focused only on them, even if there were 643 other people in line waiting to talk to her! I want my clients to know that I value and appreciate them by giving them my attention and focus.

Robert Goldberg

Response from Robert Goldberg

from the Fayette Team

My estate planning law firm uses the "Entrepreneurial Operating System" as explained in the book Traction. To "keep the circles connected" we have a 1 1/2 hour "Level 10 Meeting" first thing every Monday morning. This is a structured meeting with an agenda that let's everyone in the firm know what our "measureables" for the past week looked like - we look at things like throughput, cycle time, and several other metrics. Part of the meeting is focused on employee and customer headlines - we want to nip problems in the bud and share successes. We also discuss the fulfillment of weekly to-do's which are aimed toward achieving our quarterly "Rocks". Finally, we openly discuss issues arising during the previous week and develop solutions so problems do not recur.

Our Client Service Process is also designed to produce attention and focus. We have "Discovery", "Design", "Signing", and "Funding" meetings with our client. Each meeting is about 1 - 1 1/2 hours long so as to not be too long to sap attention. Each meeting has a different objective so the client is not overwhelmed by the estate planning process.

Lonnie Anderson

Response from Lonnie Anderson

PR, PR, and PR

As a Realtor, it begins with Public Relations and then I build on Personal Relationships.

Real estate is a very relationship/trust business. I do not use an assistant because I like to be in, and know what's in, every conversation for my client’s transaction.

The third PR is positive results. The term win win, is an old cliche but in the end, if the transaction does not make it to closing, the awesome price of the property does not matter.

Produce Positive Results

Jamecia Bowers

Response from Jamecia Bowers

from the Candler Park Team

In order to maintain focus in my business I use a software system that helps me keep track of what works and what doesn't. For example, I can see reports on which services are the most popular and which are the least. Knowing these types of statistics help me to budget and know what products are necessary to keep in stock and which can be kept in smaller amounts so that it can be used before expiration. It also helps me know which services are just taking up space on the menu and produce little to no value for the business. Having this system is invaluable when it comes to maintaining products and services.  Jamecia Bowers

Beauty by Bowers Day Spa

Dr. Elbonie Hornbuckle-Preston

Response from Dr. Elbonie Hornbuckle-Preston

As the owner of Loving Care Family Chiropractic keeping the patients engaged and focused as they reach their pain free goals is actually very important.  When a new patient comes in they watch a video about chiropractic and what to expect followed by there consultation and I make sure to reenerate some of the video so they hear it again. I also realize our attention spans are short, if we are in pain many times we don't hear things and if we do not repeat things they aren't remebered and we have to be more intensional. Also having to give report of their findings on the first and 2nd visit. Each visit after #2 we collect a subjective report from the patient to determine their pain levels and how they think they are progressing.

Jim Hilber

Response from Jim Hilber

from the Whitlock Avenue Team

There are many ways to close a sale.  I prefer to open a relationship.

One of the structures I have implemented is used in the very first qualifying conversation with my referrals. 

It consists of relevant convestation starters outlining meeting objectives.  They can be tailored for most any industry type.

  • Every business is different.  Tell me about yours.
  • Why have you allowed me your valuable time today?
  • How familiar and clear are you with your current program/service?
  • Do you have local, accountable support?
  • Has you current vendor
    • Kept you advised of recent development?
    • Brought more to you?
    • Put more money in your business?
  • How often do you evaluate your options?
  • What was the most important factor in your choices and decisions?
  • What improvements would you like to see if you could have it your way?

I let prospects know that at the conclusion of my presentation they will know __________.  And you fill in the blank with what they are striving for.

My structured closing comment for my industry is: "IF you could INCREASE value and revenues, LOWER your risk and liabilities while SAVING time and money, would that HELP your business?

These statements and questions produce a high caliber of attention and focus for both myself and prospect. 

Jessica Walker

Response from Jessica Walker

from the Peachtree City Team

My nutrition coaching software provides opportunities for my clients to share photos of their meals, to upload their progress photos and their measurements, and to access articles, lessons, recipes, and workout videos.  I can see from my dashboard within the software all the activities they are doing and the resources they are accessing.  In addition, they can message me from within the software and I can respond to them right away from my phone even if I'm not at my desk...or even in my office at all.  Their engagement with the activities and resources in my software gives us plenty of things to talk about during our twice-monthly in-person coaching sessions where I customize their coaching experience even further.  For folks who are not yet my clients, I have a monthly theme and series of newsletters that I publish on my website.  Each month, I publish a free e-book that addresses my monthly theme for interested people to opt-in to on my website.  In addition, I run a monthly Meetup on Zoom for people around the world who are interested in learning more about the low-carb / keto lifestyle that I used over 20 years ago to drop 65 extra pounds and put my T2 diabetes and PCOS into remission.

Beau Elkins

Response from Beau Elkins

I use a marketing company that publishes all of my social media posts.  They also manage my website.  This frees me up to be able to stay out there writing new business and managing my clients.  They publish posts for me three times a week.

Brandon Favia

Response from Brandon Favia

Utilizing our CRM software Acculynx between all reps  we have been able to keep the team focused and motivated through updates of everyone progress and successes. It continues to push people  to do better by seeing others succeed just from each of there competiviness. It also keeps the team aware of the progress on each job and to assist as needed to move each job along to completion. 

Randy Beck

Response from Randy Beck

from the Whitlock Avenue Team

My strucutre is provided by the format of the pre-production meeting.  In this meeting, tyhe client gives us his goals, framework, story, and messaging.  I use the information to craft a video narrative that is specific to the client and possesses the highest quality.  Variety is provided by the fact that every client has a uniique story, message, and goal.

Tom Wallace

Response from Tom Wallace

from the Peachtree City Team

My client on-boarding process allows me to see when they have created their account and have completed pre-work for the first meeting.  I use a structured list of questions during our first meeting to both set expectations for each of us as well as dive deeper into their specific concerns.  This keeps us both on task and allows for a a productive meeting.

The first meeting is set for 2 hours because of needing to work through baseline information we can build on and discuss further.  After that, 1 hour sessions are scheduled moving forward so that attention doesn't wane.

In between sessions, I assign clients with lessons to watch or exercises to do.  This give some variety so they are not just listening to me and helps them learn a concept that we can then discuss further at the next meeting.