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The base mindset to cultivate to become referable
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Why's mindset important, Reader? 1) Because the mind's a powerful tool. Believing you can do something helps make it happen. 2) We have to rewire our brains to level up in life. In fact, there's a verse in the ancient book of wisdom that says, "Be transformed by the renewing of your mind." So what's the first, key mindset you have to cultivate to become referable? Leadership. And what is leadership? Influence. And how do you define influence? Influence is having a positive impact on the way others think, feel, and act. No matter whether you're... ➡️ a solopreneur with zero employees, or ➡️ a business owner with multiple employees, or ➡️ running a major division of a company, or ➡️ a recruiter, or ➡️ a commissioned sales professional working for someone else... ...you have to cultivate a leadership mindset to become referable. Why? Because even if you don't have anyone else to lead, you have to lead yourself. ...And you have to lead your clients. ...And—if you want them—you have to lead your referral partners. Please recognize you're a leader, no matter what your position. You have to own that. You're a leader who should have a positive impact on the way others think, feel, and act. When you think of others— Let me put it this way: Think of the least leader-y person you know. (Maybe they're even competent. But when push comes to shove, they just follow the script. They don't stretch themselves to influence the way others think, feel and act...even when situations could really use it.) Would you refer them? Now if you show up as not-a-leader similar to them (heck, maybe even a smidge better), how referable do you think you are? The key isn't to be a smidge better. The key is to be a leader. So in the next few weeks, I'm going to share some simple principles that should help you become a better leader (even if you're just leading yourself), develop a radically referable mindset, and become more referable. 'Til then, 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
Relational leaders, great to see you. First off, thank you for all the feedback on last week’s topic about “demonstrations of value.” I’ve loved hearing how many of you are putting those ideas into action. Let’s keep going on that theme, because as we build referral-based businesses, there’s one thing that separates the good from the great. Emotional loyalty. That’s the moment when someone doesn’t just like you or trust you. They’re for you. The kind of loyalty where your partners would run...
Hello, relational leaders. First, thank you for being you. If you’re reading this, chances are you’re a small business owner or a commission-based professional who believes in growing through relationships. And you’re right to think that way. Because while the world chases attention through social media, AI, or the next shiny marketing hack, what really wins is emotional loyalty. Attention fades. Loyalty compounds. When you build emotional loyalty with your referral partners, your shoulder...
Hey, Relational Leaders, I had a great conversation this week with one of my coaching clients. He’s got some big sales goals on the board. You know that feeling—trying to stretch but also stay true to how you want to grow. So he asked me, “Brian, my branch manager wants me to go out and market this unique product we have, but I can’t get through the gatekeepers. What should I do?” And I paused. Because honestly, my first answer was, I don’t know. Here’s why. That’s sales. If you’ve followed...