Archive for the ‘Success’ Category

Get More Referrals by Making it Easy for Your Clients

It’s not easy to build a referral-based business. Simply asking your clients for referrals doesn’t cause your phone to ring. To consistently generate referrals from your clients, you must make it easy for them to introduce you to quality prospects in their network.

One way to make it easy is to suggest specific people in their networks who have come up in conversation. It might be a co-worker or a friend with whom they played golf with last week. If you don’t know the names of specific people, you can suggest a category of people who are likely to have similar needs such as others in their company who are at a similar stage in their career such as retiring or who also have to address specific issues like how to get prepared for a potential merger. When you suggest people in a similar situation to theirs, it’s easy for the client to see that referring you would be beneficial for their friend.

Another way to make it easy is to provide simple, quick, and low-risk ways for your client to introduce you. If you and your client are going to the same event or having lunch together, suggest they bring the friend or co-worker along. Another option is to have your client introduce you by email. And you can make it even easier by sending along a draft of an email your client can use as a starting point. Perhaps you can send your client something just to forward to the referral. With this method, it takes less than 60 seconds for the client to introduce you.

Referrals can be a powerful and profitable marketing strategy. However, to consistently generate quality referrals , you need to construct a systematic process and to think carefully about how to make each step of the process easy for your clients.

To make sure your referral system is designed in a way that will generate the quality of referrals you want, consider consulting with a referral coach. A referral coach can help you save time by avoiding mistakes and get your referral system operating more quickly and effectively.

For more information or a free 30 minute consultation please visit

How To Get High Quality Referrals

The Referral Mastery System incorporates the best practices from 20 years of on-going research on how to drive profitable growth through implementing a systematic referral program . Not everyone is a good fit for you OR you for them. Educate your clients on who you can help and WHY your expertise is important to them.

An effective referral program requires much more than simply asking your clients for referrals. To get the quality of referral you want, it’s important to educate your clients on the specific types of people and situations where you provide expertise and WHY your specific expertise is valuable for those people.

This educating of your clients and other referral sources helps you in two important ways. First, it helps assure you get the quality of referral that you desire. Second, it motivates the client to play an active role in the introduction. Clients who are happy with your service will refer you if someone they know asks them for a recommendation. However, they are unlikely to initiate conversation about your service unless they understand why it’s important for the people they know to meet with someone with your expertise.

It takes less than 3 minutes to educate a client on who, why, and how to introduce you. It will be one of the highest payoff activities you ever undertake.

To learn more about our referral programs and how to get powerfully introduced to the type of referral you want, visit or contact us at 800.865.2867.

5 Reasons NOT to Hire a Coach – Part 1

When Not to Hire a Coach

From time to time, managers and advisors consider the option of hiring a performance or business coach. Unless the conditions are right, an investment in coaching can be a waste of money. When should you NOT hire a coach?

1. When the advisor or manager is unclear on what he or she wants to accomplish. Without clear objectives, you can’t determine which coach or coaching process is a good fit. Before considering a performance coach, identify specifically the areas you want to strengthen. Then prioritize those in the order of potential payback.

2. When you are in the middle of an intensive skill-building program from the home office. You can’t effectively execute several change initiatives at the same time. Advisors, who are in the first year or two in a new career and involved in an intensive training program, should look first to maximize what is being offered by the home office program.

3. When you are undergoing significant personal change or trauma. If your family member is facing a serious medical challenge or dealing with an issue like divorce, it is extremely difficult to focus your energies on making habit or systems changes in your business. Implementing change and driving business growth require focus and energy. A performance or business coach is not the right resource during times of personal trauma. At these times, a psychologist or family counselor is a better fit. (more…)

5 Reasons NOT to Hire a Coach – Part 2

How to Select a Coach

When selecting a coach, create a checklist of what you want in a coaching relationship. Here are a few criteria to consider.

1. Demonstrated expertise and track record in the areas you want to strengthen.

2. A clear methodology for addressing the areas you want to strengthen.

3. Specific measures so you can track your progress

4. Teaching methodology that fits how your learn and change

5. Clear money-back guarantee

6. Personal style with which you are comfortable

7. Provide options for on-going support. (more…)

Referral Mastery – 20th Anniversary Specials

In appreciation for twenty (20) wonderful years of helping our clients improve their profitablitity through referral generation, we have comprised two (2) extraordinary toolkit packages that will “jump start” and.or dramatically improve your business’ growth through referral generation.

Please enjoy our 20th Anniversary Specials (more…)