Let's play the Connection Offense to start getting you more referrals. But first, let me ask you this:

If you go to an event...

If you're on the phone with somebody...

If you go to a one-on-one meeting...

...What's the common denominator in all these interactions?

Conversations. There are conversations happening.

And today we're going to talk about the different types of conversations you can have.

It's so important to understand what type of conversations you're having, so you can understand what type of game you're playing.

So generally, there are 3 types of conversations you have...

#1: Restorative Conversations

What does restorative mean? Something needs fixing.

Now...long, important sidenote here. If there's something you're fixing, that means something went wrong.

And if something went wrong, chances are you have a system problem.

Whenever you have to fix something with a client, ask yourself this: "Do I have a system or process to make sure this doesn't happen again?"

And let me tell you, if you take a look at your last 10 conversations and the vast majority of 'em are in restorative? Forget the referral stuff. You've got to fix that. Before doing anything else.

Your clients wanna know one thing: Can you solve their problem?

Likewise, your referral partners want to know one thing: Can you solve their referrals' problems?

If you don't fix your systems to keep from needing restorative conversations, referrals won't matter. No one's going to keep sending referrals if you don't deliver.

#2: Transactional Conversations

What does transactional mean? You're relaying information.

So what's an example of a transactional conversation? Just a simple update, right?

So if you're in real estate, "Hey, property inspection's back. We've got some things to talk about. Let's get together."

That's a transactional conversation. Simple. And the one most of us tend to focus on.

#3: Relational Conversations

What does relational mean? That's where you're getting to know a person.

Whether it be a client, a referral partner...whoever.

This is a conversation where you dig in to find out about challenges.

It could be a business challenge, or a personal challenge.

It could be about their family. How much do you know about this person personally and professionally?

How much do you know about how they got started in their business? Or in their industry?

Relational conversations deepen the relationship. They increase the "know, like and trust" factor. They make an impression.

... ... ...

At the time when I learned about them, these 3 types of conversations made perfect sense.

But later it hit me. There's actually a fourth type of conversation...

It's the Referral Conversation.

If you can find a solid referral partner...if you can find 2, 4, 10 solid referral partners...think about how much easier it becomes to make money in your business.

Don't you think that deserves it's own special kind of conversation?

But here's the problem:

Is there anyone telling to pick up the phone and go try to help someone who can refer you business?

Is urgent to prioritize that right now?

Nope. But it is important. Going on the Connection Offense is playing the long game.

And you can't cash in on the long game if you don't start playing.

I'll get more into referral conversations next week.

Brian

Whenever you're ready, there are 2 ways I can help you:

1. Work with me to transform your referral relationships. (Booking into April - let's talk)
2. Get your own board of advisors with ACCELERATE Boardroom (See if it's a fit here)

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