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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
Tell me if you disagree with this: Most of us aren't very good at giving referrals. I don't mean this to be harsh. You can have a big heart. And you can want to give referrals. But wanting doesn't equal doing. So seriously...when's the last time you actually gave one? And how much time was there between that one, and the one before that? Weeks? Months? Years? Why is that? When generosity is such a great way to build a business? This simple answer for most people is, we're just not comfortable...
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,...
Losing focus. You gotta watch out for when it's happening to you. So here's a little "Coach's Corner" lesson for you... I was meeting with a financial advisor client earlier this week. He's a 10-year veteran in his industry, and very successful. But he'd reached a threshold in his business where he felt stagnant. So what we did was, we went back to the basics. In my coaching practice, there's something called the 5 Elements of Momentum, or the Momentum System. So we did was, we went back and...