Tip of the Month Newsletter December, 2007 In this issue: Using the Summer to host referral events Summer Tune-up Solving the complex sale Using the Summer to host referral events Summer presents a special opportunity to host events that generate referrals. People’s schedules are more flexible. Parents are willing to attend events during the week and baby-sitters are easier to get. Many are more "in the mood" to go out. For those in moderate or Northern climates, summer expands the range of activities that are both fun to host and productive in building relationships. In addition, there is a wide range of community summer activities you can leverage to host compelling events. To help you capitalize on this season, we will host a special session on "Using Summer Events to Generate Referrals." During this session, you will learn 10 ideas for different types of events: from small to large, intimate to informal, jovial to serious How to get the right people to attend How to follow-up so your event pays off The session is free to our newsletter subscribers who register in advance. Available spots are limited, so sign up early. It will be held on Wednesday, June 18 at 4:15 Eastern, 3:15 Central. If you want to join the call, email your contact information to info@referralmastery.com or call 800-865-2867. We will send you the number and pass code. Back to top Summer Tune Up Summer is an excellent time to work on your game - sharpening your skills and upgrading your systems. The slower pace in summer provides a window of time and energy you can use to implement upgrades. Do you want to refine parts of your business or get more done in less time forge stronger bonds with clients implement a system to consistently generate higher quality referrals build a strong position in a profitable target market? If yes, call us at 800-865-2867 or info@referralmastery.com. We will send you background information on how we help advisors upgrade their systems and you can determine if you want to talk further. Back to top Solving the Complex Sale The May issue of Selling Power Magazine published an in-depth article on mastering the complex sale and used extensive excerpts from their interview with me. The article contains useful insights for selling to organizations where there is more than one decision maker. If you sell to institutions such as companies or foundations, you will find it helpful to get a copy. Some things to keep in mind: Take time to understand how each decision influencer defines "victory", not just how the person you think is the economic buyer defines it. This will help you remove many of the roadblocks that delay or prevent a decision to use you. Make sure you understand and can articulate the overall objectives the organization wants to achieve by working with you or your competitor. They want more than just the managing of their assets. Back to top