Referrals are the life blood of any business, and a steady stream of prospects coming from referral partners should be the most plentiful and predictable means of obtaining high quality clients. After years of working with recruiters, small business owners, attorneys, and allied health care professionals, I’ve observed a pattern of inconsistency and unpredictability in […]
More times than not, our most promising referral opportunities send us on a Fool’s Errand and turn out to be a colossal waste of time. Countless emails and follow-up phone messages go unanswered. You even drop the names of highly respected sources who recommended you, and still—you get nowhere. There are two very simple reasons […]
Immediately following a networking event, all kinds of possibilities are swirling around your head—and you feel totally pumped. You’ve just met dozens of new, interesting people, and you feel confident you’ll stay in touch with each and every one of them. However, once you get home, a whole other reality sets in, and you realize […]
As I mentioned in my last article, most people who claim to have a 95% close rate are either stretching the truth or using some slick sales language. However, your chances of a higher close rate will be greatly increased by implementing a well thought-out, well-executed Referral Partner Cultivation Process (RPCP). Again, finding the right […]
A timeless tome in the library of self-help books everyone should read in their lifetime is Dale Carnegie’s 1936 classic, How To Win Friends & Influence People. In it, Carnegie outlined how to be successful in business and in life. Carnegie wrote, “Remember that a person’s name is to that person the sweetest and most […]
Prior to the advent of the internet, face-to-face interaction was the quintessential skill required for getting ahead in all areas of life—personally, socially, and professionally. Nowadays, the exact opposite seems to be the case: social media is the new prerequisite, both for social advancement and also for gaining a competitive edge in the marketplace. This, […]
Last week, I discussed how staying in your comfort zone for an extended period of time is a sure-fire way to stagnate, both personally and professionally. I identified speaking engagements as a perfect vehicle for branching out because it boosts personal confidence and establishes you (within the business community) as a person of expertise in […]
Everything under the sun grows and changes, and human beings are no exception. Unfortunately, getting stuck in ruts and hitting plateaus are also part of the deal. There are a number of reasons plateaus occur, but the 1# culprit would have to be the lure of The Comfort Zone. The Comfort Zone is a trickster–it […]
Finding the right referral partners can be challenging. In the last newsletter, I shared the four common mistakes people make when creating referral partnerships. So the question remains, “Once I have a good partner, how can I leverage the relationship to get the referrals rolling in?” Before I share a proven process to make that […]
A good friend of mine once told me, “You better get to the point quickly or you’re gonna lose me.” This article has to do with creating a personal brand that will quickly attract the right clients and business associates by utilizing essential elements from your OWN life that larger companies couldn’t possibly use. When it […]
