So. About that USEABLE database of yours. (Don't have one? Check out last week's email.)

Once you've gotten all your connections in one spot, you've gotta prioritize them.

Why?

I want to be careful but also blunt here. Because my belief system says all people are created equal, and we're called to love on all of them as individuals.

So, with all the love in my heart, I say this:

Not everyone is equal when it comes to creating referrals for our businesses.

I'm not saying to hate on people. Love on everybody!

But in business, loving on some people more than others is not only absolutely acceptable...it's absolutely necessary.

So here's an objective way to figure out WHO to love on to get more referrals.

(PS - I bet your brain automatically goes to clients as being #1 for referrals. And maybe friends and family as #2. But you might be surprised.)

We're looking at...

• Performance (Have they referred you?)
• Potential (Could they refer you?)
• Probability (Will they refer you?)

With that in mind, here's a quick system for grading your connections, that you can swipe and put to use right away:

• A+ | Ambassador: This is someone that's referred you more than once in the past 12 months
• A | Champion: Someone who's given you 1 referral in the last 12 months, or has agreed to refer you
• B | Potential Champion: An influential person or professional who could refer your services
• C+ | Clients: Someone who's purchased your product or service
• C | Friends, Family: Self-explanatory
• D | Drip Only: Others who are suitable for a one-to-many strategy that doesn't cost you much time or money

See how low clients, friends and family—likely the first referral sources that came to mind—are down on the list?

Now, clients/friends/family could still end up way higher on the list. Maybe you have a client or family member that's referred you 3 people in the last year. Then of course, they'd qualify as A+ | Ambassador.

That's why it's important to grade your connections. Because your best referral sources aren't necessarily the first people you think of.

And there's only so much time in the day, and only so much money in your pocket. So it's a hard fact of life, but you gotta focus lovin' on the ones that have the potential, performance, and probability to produce.

Each grade of person needs a very different type of conversation, or amount of attention.

We'll get into that later...

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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