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Your best referral partner probably isn't who you're thinking...
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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...
With that in mind, here's a quick system for grading your connections, that you can swipe and put to use right away:
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:
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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
I was talking with a coaching client recently, and the breakthrough he shared with me was too good to keep to myself. He’s not new to the game. Decades in the mortgage industry. A seasoned pro. But even with all that experience, he hit a wall. Referrals had slowed down. Business felt harder than it should. The spark was fading. Then something shifted. Over the last few months, his referrals literally tripled. His excitement for the business shot through the roof. Momentum returned. So of...
Let's talk about flywheels, and what they can do for your business. There are four stages of a flywheel: It starts slowly. If you think about an industrial flywheel, it's a big wheel that moves a lot of things, and it takes some work to get it started from stopped. It builds momentum. Once it gets going, you may have to give it nudges here and there to keep it going, but it's decent good momentum. And it's way easier than starting from stopped, like at the beginning. It reinforces and...
One problem I know everyone's always looking to solve: Getting ideal clients to come their way as often as possible. So here's some quick inspiration I wanted to share from a coaching client. This client has built his own referral flywheel, centered around a monthly event. Let's back up a sec. First of all, he's got built-in systems for how he's connecting with people. He's reaching out on a monthly basis. Making calls, checking in on people. Just simply loving on people. That's all he's...