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Do one thing, get 8 new relationships (then repeat)
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I was working with another coaching client recently on transforming his referral partnerships. He was burnt out by years of asking, nagging, and 'bragging' for referrals. The awkwardness of it all for the seemingly low return. So he was looking to rekindle his confidence in approaching people...confidence that got lost along the way because he felt too focused on himself, but didn't know or understand how to focus on the other person. (Sound familiar? You're the one asking for referrals, after all. Just how are you supposed to make that about the other person?) So what did we do? We built out a framework to get him known as a trusted advisor in his community. And how did we do that? We narrowed down the five biggest challenges his referral partners were having, came up with solutions, and built a story bank around them. He got so excited after that session that he immediately reached out to a connection, asking if he could get feedback on what he was working on. The connection--who happened to be a broker--loved what he was working on, and invited him into his office to speak about it. (Check out the video for more, or read on below...) So he ended up speaking to a small but mighty room of eight agents. (Now remember...he wasn't even shooting for this outcome at this point. Everything after that simple feedback request is alllll bonus.) Anyway, we had built out a simple call-to-action for him to capture attendee info from the event. And guess what? All eight agents took action on that CTA. Plus he even got a referral from one of them. Now...a 100% capture rate? That's certainly not the norm. But it shows what can happen when you focus on someone's problems other than your own. I say it over and over again because it gets proven over and over again: Rather than focusing on what you can get from referral partners, focus on what you can give. If you can figure out what your referral partners are struggling with and help them solve it, you've struck gold. (And if you feel like this is something you can't do on your own, feel free to reply. My Referral Partner Transformation program can help, and I'd be happy to tell you how it works and what you'll get from it.) Remember, you're just one relationship away from changing your business. Just like Greg, this coaching client. He went out, made a difference in his community, and got eight new relationships and one new referral out of it. And the best part? It wasn't a one-shot deal. He did the work, and now he can just rinse and repeat. What a return. I love to see it. Until next time, Brian Whenever you're ready, there are 2 ways I can help you:
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Get Radically Referable
Each week, get 1 actionable tip to help demystify the secrets of building a referral-based business | Join 1K+ readers
Let's talk about flywheels, and what they can do for your business. There are four stages of a flywheel: It starts slowly. If you think about an industrial flywheel, it's a big wheel that moves a lot of things, and it takes some work to get it started from stopped. It builds momentum. Once it gets going, you may have to give it nudges here and there to keep it going, but it's decent good momentum. And it's way easier than starting from stopped, like at the beginning. It reinforces and...
One problem I know everyone's always looking to solve: Getting ideal clients to come their way as often as possible. So here's some quick inspiration I wanted to share from a coaching client. This client has built his own referral flywheel, centered around a monthly event. Let's back up a sec. First of all, he's got built-in systems for how he's connecting with people. He's reaching out on a monthly basis. Making calls, checking in on people. Just simply loving on people. That's all he's...
Every week I get together with about 13-15 small business owners in The Boardroom, where we share what's going on in our lives. We have spotlight sessions each time, which even when you're not in the spotlight, are SO illuminating. And it's interesting...this one time, both people in the spotlight both had the same problem: They felt stuck. And after having conversations with the rest of The Boardroom and bouncing some things around, BOTH of them came to the same exact conclusion: It wasn't...