Each week, get 1 actionable tip to help demystify the secrets of building a referral-based business | Join 1K+ readers
Storytime: How vision starts shaping reality
|
Hi Reader, short and sweet one here today. Last week I talked about how dreaming leads to achieving. That having a clear, defined vision puts you on a path. It also makes you a better leader, which may not seem super-obvious at first. Here's a real life story about that. I had a client several years back who had a franchise repairing exercise equipment. He had a technician that wasn't really working out for him. Getting 3-5 complaints a week, having to refund people, all that. So he put out an ad for a new technician and ended up getting a really excellent applicant. In the interview this applicant asked, "So...what's your plan?" It just so happened that—before he put out that ad—he had taken time to get clear on his business, and where he wanted it to go. And had come up with a very robust 3-year plan... He figured out where he wanted to be, and worked backward from there... How many trucks he wanted to have, where he wanted to have an office, how many people he'd need on his staff, how much revenue he wanted to generate monthly and annually...all that. So he articulated that plan. In detail. Long story short, the applicant? He came on board. Phenomenal customer service. Strong on the technical side. Just an absolute win of a new hire. (And we all know how hard it can be to score a great hire sometimes.) After the fact, you know what that employee told him? He had been working for a competitor and when he went to give his notice, that competitor offered him more money to stay. He turned it down. The reason? Because the new opportunity he was being offered came with a clear, concise vision of where they wanted to go and what they wanted to do. He saw the potential and got excited to be a part of it. It could be a client, it could be your next team member...doesn't matter. The bottom line is this: People crave certainty and confidence in who they're following. Want superstar employees, clients, and referral partners? Well, there's just one example of how having a vision starts to shape your reality. Merry Christmas! Brian Whenever you're ready, there are 2 ways I can help you:
|
Get Radically Referable
Each week, get 1 actionable tip to help demystify the secrets of building a referral-based business | Join 1K+ readers
Reader, as I mentioned in my last email, we send a success story to our database about once a month. Every time we do, we see an increase in our pipeline (the people who want loans) of anywhere between 10 to 25%. So if I have X number of people who want loans, I've got X + 25% after sending a Success Story out. That's a big increase in exchange for not a whole lot of effort. Think of maybe an hour of effort total, once per month. (It may take you a little longer in the beginning, of course.)...
Let another praise you, Reader. In marketing, most of us are used to Hero stories. People tooting their own horns. The Hero in these circumstances is a person who is saying, “I’m the best at _______. You need to come see me.” (The legal profession’s particularly good at this.) That’s powerful communication. Communicating through authority. And when I say ‘powerful communication’ – it almost sounds like that’s what you want to be shooting for, right? Maybe that’s why so many of us fall into...
I talk on here a lot of about one-on-one referral generation efforts. And while I'm 100% a huge advocate of that... ...one of the biggest challenges we have as a small business owner (or commissioned sales professional) is is TIME. We come across so many different people in our lines of work, and only a small percentage are going to be a fit for true one-on-one referral partner status. So what happens with all the others? Do we just ignore them? Well the answer for a lot of people is...yes....