[EndlessReferrals]

Referral Mastery Tip Series - May, 2005 In this issue: 1. How to assess and strengthen your referral system 2. How to use the Memorial Day holiday to generate referrals 3. Discussion Board on forging stronger bonds 4. The reason for Memorial Day (Forward this tip to co-workers, managers, or other professionals who you feel might enjoy it. For your free subscription please visit referralmastery.com to sign up online.) How Strong is Your System? Keys to Strenthen Your Referral System Effective evaluation of your referral system needs to go beyond "Am I getting all that I want?" To elevate your performance, you must examine your system’s components. Here is a quick self-check to assess the strength of some of the components in your system. Answer the following questions either "Yes" or "No". 1. Do you consistently execute a systematic and repeatable process to generate referrals from your clients? 2. Do you have a clear referral objective for every client and every meeting? 3. Do you provide specific guidance to your clients on the type of people and situations where you can be particularly helpful? 4. Do you provide a compelling reason for your clients to be actively involved in the introduction process? 5. Do you provide a comfortable and easy way for your clients to articulate your unique capabilities? 6. Do you capitalize on those who are uniquely positioned to introduce you to DOZENS? 7. Do you recognize and reward referral sources in ways that are meaningful to them? If you answered "Yes" to all seven questions, then "Congratulations." If you had more than one "No", then you are likely missing many profitable opportunities. How much more profitable will your business be when you can answer "Yes" to the seven questions above? To drive your profitability skyward, pick the areas above you want to strengthen and create your action plan. Work on one area at a time. Record your learning as you implement. In a short period, you will feel yourself making significant strides forward and the results will delight you. If you are unclear on the most effective way to do this or want assistance in making sure you EXECUTE a much stronger referral system, call 800-865-2867 or see http://referralmastery.com/coaching_program.html Referral Opportunity Coming The upcoming Memorial Day holiday (in the U.S.) presents another opportunity to easily discover prospects in your client’s network. One simple question can reveal a lot. Ask all of your clients and you will uncover a lot of prospects this week and next. "Who will you get to see over the holiday?" After the holiday, ask "Who did you get to see over the holiday?" The answers will reveal names of family members, golfing partners, and friends as they tell you about picnics and other events they will attend. These will be new entrants into your clients’ relationship database. Now you can begin to move these names through the three phases of the referral process so you can effectively pre-qualify the referrals and get introduced in a powerful way. Join Us for the Discussion Board on Forging Stronger Bonds with Clients On May 24, I will be the guest expert host for the discussion board on Horsesmouth.com where the topic will be forging stronger bonds with clients and alliance partners. For those of you who are members, join the discussion. We want to hear your ideas on the best ways to forge a stronger bond with clients and alliance partners. It begins at 10:30 AM Eastern. Managers and Meeting Planners Charge up your meeting or conference with a high-impact, productivity-driving workshop. Call 800-865-2867 or see ReferralMastery.com for programs and resources. You may forward this newsletter as long as you include all the contact information above. The Reason for Memorial Day Memorial Day is more than just a time to picnic with friends. We enjoy extraordinary freedoms and opportunities because many before us paid the ultimate sacrifice. In addition to taking time to remember and give thanks to those that made this possible, it is also important to recognize that it is our responsibility to carry-on. That responsibility includes becoming informed about the critical issues, challenging our own thinking by remaining open to alternative perspectives, and holding politicians accountable to create effective solutions. Bad-mouthing the other party prevents constructive dialogue and effective problem-solving. Pick an issue you feel is important, become more knowledgeable by considering alternative perspectives, and communicate to your representative the need for effective solutions. It's up to us to continue the work of those who paid the ultimate price before us. Enjoy your holiday - Remember - Do your part REPRINT PERMISSION: Feel free to reprint this tip in way as long as you give proper credit to the author: Please include all of the information that follows in your credit line. Advisor and Team Coaching - Productivity Workshops - Productivity Tools Michael Brizz, CMC The Center for Professional Achievement, Inc. Creators of the Referral Mastery System 18912 Chillicothe Road Chagrin Falls, OH 44023 www.referralmastery.com info@referralmastery.com 800-865-2867 440-543-2867 Copyright 2005. Center for Professional Achievement, Inc. All rights reserved. If you no longer wish to receive this referral tip series, go to www.referralmastery.com, enter the e-mail address you want removed, and click the remove button OR write to info@referralmastery.com and specify which address you want removed from the distribution list.

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