Secret #1: Always Create A Valuable Client Experience Before You Expect Or Ask For Referrals.
What is a valuable experience? Here is part of a dialogue I teach in the Live Main Event CD Program on day two.
A valuable client experience has three parts to it.
1. Inspired, Intelligent Consulting.
That means asking profound questions and crafting specific, strategic advice that simply wows your clients.
2. Powerful, Purposeful Negotiating.
That means treating their money like it’s yours. It is really being a “warrior” when it comes to making them and saving them money.
3. Obsession With Overseeing The Transactional Details.
That means every “I” must be dotted and every “T” crossed. Every transaction has hundreds of pieces of paper and dozens of signatures that require explaining and understanding. As their trusted advisor, you help them make sense of it all.
Now, when you do those three things, you have created a valuable experience that is worth referring to. Is it time for you to improve your consulting, negotiating, and overseeing the details skills?
Secret #2: Always Keep Your Mind On What You Are Giving, Not On What You Aren’t Getting.
Maybe you have heard me say this thousands of times: “Lead with a giving hand.”
The easiest thing to give is a referral. If you want referrals, then give referrals. Play a game with yourself and see if you can give a referral every time you talk to someone. Here are some examples of how you might do it.
#1 Last night I had dinner at Panera Bread. They have a soup and salad combination that is a great value. When you are in the area of the Forum and you want a great meal at a great value, give Panera a try.
#2 Yesterday, I got my car washed at Steve’s Detailing in Orange County. I have been to a lot of car washing places in my life, but never any like this one. These guys are like me — obsessed with the details.
#3 My blog software is called WordPress. There are a lot of choices out there to use as blog software, but WordPress sure seems to have the most functions for the investment. Go to wordpress.com and find out more.
The point I want to make is that every time you are in a conversation, give to others what you want them to give to you. Play my game, “10 to 1,” which is don’t even expect a referral until you have referred 10 people to them.
Secret #3: Always Let Your Intentions Determine What Gets Your Attention.
If you are a student of mine, By Referral Only, what I want for you is a constant, steady stream of 5-Star referred prospects seeking you because of your inspired, intelligent consulting; powerful, purposeful negotiating; and obsessed nature of overseeing the transactional details for them.
I teach that the purpose of your business is to be referred. It’s not a marketing strategy; it is much more than that. It is the purpose of your business. If your intention is to create referrals, then are you giving all you attention to your purpose?
That is why listening to the Live Main Event CD Program to learn the systems, methods and processes to create a deliberate, organized referral system is the intention of the purposeful lender and real estate consultant.