[EndlessReferrals]

Create roomfuls of high-quality referrals in 90 days with a single strategy In this issue: 1. New strategy for creating many quality referals - quickly 2. Secrets of the Masters 3. NEW RESOURCE: Attract High Quality Referrals with Distinctive Events (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 to Create Roomfuls of High-Quality Referrals in 90 Days with a Single Strategy Have you ever wondered.... "How can I create a referral process that is comfortable for me and my clients?" "How can I accelerate the referral process so I can get many more referrals from my "A" clients much quicker? "How can I influence the quality of referrals I receive?" You already know that referrals are 1,000% more productive than other types of leads because it is a quicker sale and so many more close. And referrals are a lot more pleasant. Conversing with referrals is a lot more pleasant than begging strangers for an appointment. And referrals are almost free. And referrals are the ONLY way to get to the elite prospects. However, there’s a problem. PROBLEM # 1: You don’t get enough of the good ones. Most "A" clients know dozens of people who fit your target profile. While they may have given you a few, you know you’ve only scratched the surface - gotten a few crumbs. The challenge is how to get clients to introduce you to MANY MORE without them seeing you as a blood sucker. How often can you ask a good client for introductions before they begin to resent it? PROBLEM # 2: The rate at which your "A" clients are providing referrals is not fast enough. It’s great when a client refers you. It’s even better when they keep referring you, year after year. But it takes soooooooooooo long. Even for those clients who give you a referral every quarter, it will take OVER 10 YEARS for them to introduce you to all the quality prospects in their networks. The challenge is how do you SPEED UP THE PROCESS so you get introduced to much more of their network, much sooner. PROBLEM # 3: Too many clients are uncomfortable initiating the referral conversation with friends and colleagues While your clients may shower you with compliments and say they will tell people about you, the reality is that not enough referrals show up. Good intention perhaps, lousy delivery. Too many clients don’t feel comfortable sticking their nose into others’ affairs. Nor do they want to "push you on their friends". They don’t know how to introduce you in a way that is natural and comfortable for them. The challenge is to provide a comfortable way for clients to PROACTIVELY introduce you. SOLUTION: Create a comfortable way for your "A" clients to introduce you to much of their network in the next 90 days. You can make this happen by hosting distinctive referral events. When you host the right type of event and do it the right way, your clients want to come and they WANT TO BRING ALONG FRIENDS. One of our clients John S. recently conducted a shooting event where 11 clients brought 44 referrals of exactly the type that John wanted. Peter D. conducted a private tour of an art colection where his clients brought guests with a collective personal net worth of over $1 Billion dollars. 80% of those attending were guests of his best clients. Did these professionals spend money mass mailing invitations? Nope. Their clients drove the invitation process. Did they have to chase down clients to get them to come? No way. These events SOLD OUT before the advisors had a chance to invite any B clients. This is the power of referral events - if you host the right type of event and if you do it in the right way. Secrets of the Masters We have the privilege of working with clients who are among the elite in the profession. They are the #1 producers in their firms, Top of the Table members, and those who have earned inclusion on Barron’s List of Top 100 Advisors in the industry. The Best of the Best. We carefully studied what these top producers do and created a powerful toolkit to help professionals easily host referral events that are fun, flawless, and lucrative. "Attract High-Quality Referrals with Distinctive Events" reveals many little-known strategies that these multi-million dollar producers use to create massively successful events. They all agree that you can fast-forward the referral process and GET INTRODUCED QUICKLY TO A HIGH PERCENTAGE OF YOUR "A" CLIENTS’ NETWORKS. If you leverage the strategy effectively. There are four important keys to making this strategy pay off in a big way. Key #1 The first key is to design the right type of event. Host the wrong type of event and the wrong people show up. That is why there is a whole section of this referral event toolkit that helps you design the right type of event so you will attract the type of people you want. A client appreciation event is a completely different type of event than one that will further your penetration into a major company. You will learn when a small event is better than a large event. And frequently the small event is more lucrative. Where you hold the event is a significant factor in who attends and how many. You will learn how to leverage the event’s location to make your event a huge draw. In this section, you will see dozens of examples of what others have done and learn the key criteria in selecting the type of event that will be a big hit with your target clients. And most importantly, you will learn how to define the right objectives for your event. Otherwise, you will waste a lot of time, energy, and money with only a big invoice to show for it in the end. Key # 2 The second key is how you control who attends. DON’T LEAVE THIS TO CHANCE! Or to the whim of your clients. This one factor alone can have a TEN-FOLD DIFFERENCE in the profitability of your event. In "Attract High-Quality Referrals with Distinctive Events", you will learn how to heavily influence which referrals your clients bring and don’t bring. You will be given effective scripts and tips on how to have this conversation with clients so you won’t end up with a roomful of low quality prospects. Now that is a waste of time! More importantly, it’s a waste of a tremendous opportunity. How many events a year will even your better clients attend and bring along quality referrals? You must use these golden opportunities well. If you learn only one thing, learn how to control the quality of referrals they bring to your event. The good news is that when you read "Attract High-Quality Referrals with Distinctive Events", you will learn how to do this and much, much more. Key # 3 The third key is how you organize and manage the details. For these types of events, THE DETAILS MATTER. And there a lots of ‘em. You need to keep track of all the details, to make sure everything is on schedule, and NOT drive yourself or your staff crazy. Details like getting compliance approval, room layout, printing of the invitations, tracking RSVP’s, background information on who is coming, contact information for food... "Attract High-Quality Referrals with Distinctive Events" includes a comprehensive IMPLEMENTATION PLAN which includes a Master Control Checklist so you can easily track the status of everything that has to be done - on a single sheet. This will allow you to easily delegate responsibilities and track progress. NOTHING SLIPS THROUGH THE CRACKS. The Implementation Plan also keeps tracks of who has been invited, when they were contacted, who is bringing guests, background information on guests, contact information for all the facility and food and equipment folks, and even a tracking sheet for the results. It also includes the scripts to get people to come and the follow-through script to create appointments. The Implementation Plan is so thorough that you can host very successful events without any staff. Key # 4 The fourth key is your follow-through. The quality and thoroughness of your follow-through plan determines how BIG your pay-off will be. Too many advisors conduct terrific events, but fail to harvest the fruits of their labor due to an inadequate follow-through plan. It’s like hitting a home run and then stopping at 3rd base. That is why "Attract High-Quality Referrals with Distinctive Events" has a whole section on follow-through including what to do within 24 hours, within 3 days, how to hold the conversation with clients, how to get them excited about your next event, how to contact guests in a value-added way that PRODUCES APPOINTMENTS, how to work with vendors to create win/win victories and more. Can this work for me? If you are new to your firm or new in your role, you may wonder, "Do I need a big client base to make this strategy work?" No. You can begin to leverage this strategy if you have only ONE solid relationship with either a client or center of influence who knows others who meet your target profile. Do referral events require a big investment? No. You can create referral events that are small and inexpensive. For some events, The Ritz is the right place. For other type of events, your client’s backyard may be better. In most cases, referral events are much less expensive than conducting public seminars. Ed Wilson, one of our Ohio clients said, "Using just one of your strategies has put over $35 million of new assets in my pipeline in 9 months." Is the program 100% idiot-proof? No, but it’s close. Let’s be frank. There are some folks who are unable to follow hula-hoop instructions. However, if you have a smidgen of creativity and an interest in growing your business in a distinctive way, this step-by-step guide will be a very valuable toolkit for your business. You’re probably wondering, "What’s the investment?" You may laugh when you see how little it costs. The entire "Attract High-Quality Referrals with Distinctive Events" program including Learning Guide, Implementation Plan, and Idea CD is only $149 complete. We even pay the shipping in North America. For a limited time, you can receive a FREE bonus - a free, year-long subscription to our Referral Event Tip Series which will keep you abreast of new developments and provide you a continuous flow of new ideas. It is surprisingly low cost. Just our tips on negotiating discounts with the event facility will save you more than that on your first event. While the program will show you how to save a lot of money on your next event, the BIG PAYOFF comes in how it helps you get more of the right people to attend and how to turn those introductions into appointments. That can produce tens of thousands of net payout to you in a short period of time. You may be wondering why we are charging so little and offering this introductory rate. Don’t fret. We will double the price as soon as we are past the initial launch phase. However, during the launch phase, I want to get the word out quickly so companies will hire me to conduct workshops at the kick-off meetings in January. Many companies will be making their programming decisions in the next few weeks. I also want to get this program into your hands quickly so you can use this toolkit to hit your 2005 goals. You don’t have to take advantage of the special introductory price for this powerful best practices toolkit. If you want to wait and pay 2x as much later, we will happily accept 2x as much later. WHY WAIT WHEN YOU CAN GET DEEP INTO YOUR "A" CLIENTS NETWORKS IN THE NEXT 90 DAYS? What’s the guarantee? Go ahead and check out the complete program for an entire month. Learn the strategies. Review the scripts. Examine it all. If you don’t feel the program will make your next event more effective and more profitable, just send it back undamaged and you will receive for a full refund. For your convenience, you can order in one of four ways. 1. Mail a check for $149 (USD)to the Center for Professional Achievement, Inc. at the address below 2. Use our secure website and use a credit card. Go to www. Referralmastery.com. Click the yellow box. 3. Call 440-543-2867 or 800-865-2867 4. Fax shipping instructions and credit card into to 440-543-6647 P.S. # 1 There are easy ways and hard ways to grow your business. Getting deep into your "A" clients networks with distinctive referral events is the easiest, most comfortable, and most profitable ways to drive your business. P.S. # 2 If you order in the next 2 days, we will send you a 2nd bonus FREE. We will also ship our popular program, "Get 5-10 More Referrals Every Week". You will learn the core building blocks of a powerful referral system. It will teach you - How to make clients comfortable with the referral process - How to eliminate forever the "I can’t think of anyone right now" objection - How to make sure you never forget to ask for referrals - Hhow to control the quality of referrals you receive - How to get dozens of referrals from clients instead of one or two You will receive this is in addition to receiving free the Referral Event Newsletter. For more information: go to www.referralmastery.com or e-mail info@referralmastery or call 440-543-2867 or 800-865-2867 We can also train your team to conduct flawless events. Call 440-543-2867 or 800-865-2867 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 or 440-543-2867 Copyright 2005. Center for Professional Achievement, Inc. All rights reserved. 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