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Why R.I.C.H. should be what you're looking for
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Hi Reader, wanted to share a quick story from a client. He's had some success building a referral-based business. But he's also struggled building referral partner relationships. We were going through his relationships and trying to pinpoint where the best opportunities would be. Here are a couple of things we uncovered. And we did it by tapping into a little acronym I learned from my good friend, John Ruhlin. John would always say, "Look for R.I.C.H. relationships." R.I.C.H. Relationships1) ReciprocalLook for people who are reciprocal. People are generally givers, takers, or matchers. Look for givers...people who want to help. My client? He had a CFO who was a great client. But just being a great client isn't enough...he was also reciprocal. Always keen to help, returning calls, returning favors. 2) InfluentialLook for influential people. People who know your ideal clients or ideal shoulder partners. So this client, who was a great client-CFO AND reciprocal? That guy also hung around other CFOs. That means...influence. This was a light bulb moment for my client. He was looking for introductions to CFOs, and had a reciprocal CFO-client who had influence with other CFOs. 3) ConnectedLook for people who are connected. Do they have relationships with other people that they'd be willing to make connections? So do they know people? And also, will they make connections? In this case, the answer was again yes for this client. He knew someone who was reciprocal, had influence with other CFOs, and would be willing to make connections. 4) HumbleHumble is just a way of being understated and modest. Someone who doesn't think of themselves as better than others. It's a quality that helps build trust, keeps people open to learning, and makes them happy to see you succeed. Look for people who are reciprocal, have influence, would be willing to make connections, and are humble. What this did, is it gave a kind of psychographic for my client to hold all his relationships up against. To focus in on who to reach out to and build his business around. One last piece of advice he got... Be. authentic. You don't need big scripts. When you're doing business from the heart with gratitude, with curiosity, and with generosity...just let it flow naturally. So until next time, keep rocking. Appreciate you. Brian Whenever you're ready, there are 2 ways I can help you:
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Each week, get 1 actionable tip to help demystify the secrets of building a referral-based business | Join 1K+ readers
Hello, relational leaders. Thank you so much for being here. As a small business owner or commission sales professional, you probably have a servant leader's heart. You love helping others. You love adding value. And I appreciate that about you. Last week we talked about the first trait of a successful giver, which is knowing where you are going. Many of you reached out for the Vision Story, and I hope you found that helpful. Today we are moving to the second trait. Successful givers have an...
Welcome, relational leaders. It is so good to have you here. And because it is the week after Thanksgiving, I want to begin with gratitude. Thank you for taking the time to read this. Everything I create is built for relational leaders like you. Because I know who you are. You are a small business owner or a commission sales professional. Your income is variable. And you are trusting that someone else will recommend your service. You are referral-based. And I applaud you for choosing this...
For years, I believed that if I simply did great work, referrals would naturally follow. But here’s what I eventually learned: Referrals aren’t built on competence alone.They’re built on confidence. People refer the professionals they trust will make them look like a hero—not necessarily the ones with the deepest technical skills. If you want consistent referrals, ask yourself these three questions: 1. What story do people tell about working with me? If your value isn’t clear and easy to...