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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
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....
Tatyana is an amazingly talented mortgage loan officer I've coached in the past. She had this to say to me once, about the referral question I taught you last week: "I had a green light conversation with a realtor today. It went extremely well and I learned what they liked about the lenders they've used, and what they didn't like about the lenders they've worked with in the past. Turns out the referral partners moved away and we were scheduled to have lunch next week." That's what it's all...