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I'm not really anti-advertising BUT
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We tend to overcomplicate business. But at the heart of it, there are three "simple" things every business has to do: ➡️ You have to Create opportunities (Which is Marketing) ➡️ You have to Convert those opportunities (Which is Sales) ➡️ You have to Complete those opportunities (Which is Operations) When you think about creating opportunities, one of the things your mind probably jumps to is advertising. Now, it's going to sound like I'm anti-advertising, but I'm not really anti-advertising. What I am, is anti-anti-relationship. (Got that? 😂) I'm anti trying to replace relationships with advertising. That is, ignoring relationships in favor of advertising. Because advertising? It's a one-trick pony. It only gets one person to you, once. But relationships? They deliver over and over again. And even if you choose to advertise, building a business through relationships is only going to supercharge those advertising efforts. So how do you build a business through relationships? With a referral system. John Jantsch wrote the book called The Referral Engine. He did a study and found over 63% of business owners felt that half their business came from referrals. Okay? Not uncommon. He also found that 80% of business owners admitted they had no system to generate referrals. I find that astonishing. AND. In my anecdotal experience coaching people, the number's even higher. Now, I don't know if that's you or not. But when half your business comes from referrals and you don't even have a system to generate them...imagine how many you could get IF YOU DID. So over the next few emails, I'm going to try to give you a system for connecting with people. What is a system?
I've said it before and I'll say it again: You don't rise to the level of your goals. You fall to the level of your systems. (James Clear's brilliance, not mine.) The purpose of systems is to do things better, more consistently, and faster. Saving You Stress, Time, Energy & Money. The goal at the end of this is to help you get clarity on who you should be talking to and, at the core of it, how you should talking to them. (One of my favorite topics.) 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
I was talking with a coaching client recently, and the breakthrough he shared with me was too good to keep to myself. He’s not new to the game. Decades in the mortgage industry. A seasoned pro. But even with all that experience, he hit a wall. Referrals had slowed down. Business felt harder than it should. The spark was fading. Then something shifted. Over the last few months, his referrals literally tripled. His excitement for the business shot through the roof. Momentum returned. So of...
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...