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Let
me
begin
today
with
a
question
I
received
from
Cynthia
from
Greenville,
SC.
She
writes:
"How
do I
get
started
with
an
organized
process
that
helps
me
get
more
consistent
referrals?"
First,
Cynthia
is a
true
pro
for
wanting
to
improve.
I
get
asked
this
question
a
lot
in
my
coaching
sessions
and
teleconference
calls.
Essentially,
the
biggest
problem
most
white
collar
professionals
(attorneys,
insurance
agents,
investment
advisors,
realtors,
etc.)
have
with
referrals
is
lack
of
an
organized
approach.
True,
you
may
get
your
share
of
referrals
now.
But
imagine
what
would
happen
if
you
tweaked
your
approach
by
say,
a
scant
10
percent?
What
would
happen
to
your
income,
peace
of
mind
and
time
off?
Law
of
averages
says
it
would
likely
go
up
100
percent.
Why?
Because
of
what
I
call
"L.F.,"
which
is
short
for
leverage
factor.
Let's
take
an
example
of a
business
that
currently
has
serves
100
clients.
Many
are
active
clients;
some
are
not.
In
this
instance,
by
improving
referral
organization
and
conversations
by
10
percent,
or
once
in
every
ten
encounters
with
a
client,
I am
suggesting
this
would
have
a
positive
impact
on
your
income,
peace
of
mind
and
freedom
to
the
tune
of
100
percent.
This
is
because
every
conversation
has
the
effect
of
generating
new
found
revenue
for
literally
zero
cost
of
sales.
So
how
do
you
create
an
organized
process
that
is
easy
and
simple
to
follow,
and
brings
you
real
results?
One
way
(there
are
actually
seven
I
teach)
is
to
focus
on
your
client
meetings
as a
way
of
talking
about
your
work.
I
addressed
this
in a
recent
newsletter,
which
I
stated:
focus
on
affirming
and
reinforcing
your
value.
One
of
the
best
ways
to
do
this
is
through
client
interaction,
and
specifically,
one-on-one
client
meetings.
Breakfast
or
lunch
meetings
are
perfect
scenarios
for
this.
Why
use
a
client
meeting,
you
ask?
Look
no
further
than...
The
Key
Concept
Active,
quality
referrals
don't
happen
if
you
don't
talk
about
them.
This
month,
start
to
block
10
minutes
at
the
end
of
each
client
meeting
to
talk
about
the
subject
of
referrals.
Let
the
client
know
ahead
of
time
you'll
be
having
a
short
"brainstorming
session."
No
surprises
here:
You
want
their
permission
before
you
start
discussing
the
subject
of
referrals
and
introductions.
(If
you're
lost
on
what
to
say,
send
me a
note).
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Then a few days later, follow-up with a letter that summarizes and lists what I call the *2N's* from your meeting: Names and Needs. You want the complete buy-in from the referrer prior to contacting the names they gave you.
Simple? Easy? Effective? Yes. Yes. Yes!
So why don't more professionals do this? The obvious reasons are that it is both unnatural and often scary to them.
1. It is often unnatural and scary to tell a client that you are interested in growing, and that you value them and would like their assistance in helping you to grow.
2. If it often unnatural and scary to share with a client that your business is at a certain level in terms of client size and earnings - "Point A," and you are interested in growing (to "Point B").
3. It is often unnatural and scary to disclose to a client that you have hopes and dreams of growing, developing, and serving more people because you are fearful they client may think you will neglect them.
Note that the common theme here is "growing." You need to understand that growth is healthy, natural and a sign of ambition. It is yet a positive, encouraging and outward contribution to a local and community business climate that often can be quite stagnating.
Quite simply, people enjoy others that are positive, excited and ambitious. In fact, I would suggest we don't have nearly enough people around us in our day to day lives with these enthusiastic qualities. Reach out to your clients. Share your hopes, visions and dreams. And show them how they can help contribute. You'll be amazed by their reaction.
Keep looking up!
--Daryl Logullo
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