Podcast Episodes

Expert Panel – How to Maximize Referrals

How To Maximize Your Referrals.
Getting Referrals is a sign you are doing good work. But how you get those referrals more often, and predictably. That’s the topic for this week’s expert panel.
Our panel of experts will be exploring the most effective strategies and proven habits to create a steady stream of new referrals into your business.
– Samantha Hartley – of Enlightened Marketing is a returning panelist and joins us from Martha’s Vineyard
– Terilee Harrison – is the global Online Director of TEAM Referral Network and joins us from Singapore
– Kevin Thompson – of Maximum Response Marketing and CEO of Trust
Your Collective, joining us from Seattle

Make sure you join us right after the livestreaming for a chance to network with the experts on the panel, and those joining us in the audience. It is like watching an event and then spilling out into the hallway with a chance to chat with people right after the event.

Unknown Speaker 0:00

We're back with Book of Experts TV and today we are talking referrals. Everybody loves having referrals come into your business. In fact, almost every coach consultant expert that I talked to their number one way of getting business is usually I get referrals from other folks. That's a great sign You're doing good work. But are you getting as many referrals as you want? Could it be? Could they come in a steady stream a more consistent basis? How referral? Are you? These are some of the questions that I get asked, I hear from our community of experts, they're talking about how to make the referrals happen more often, in a more consistent way. That would be great for your business too, as well. That's what we're talking about today with our expert panel here on book of experts.

All right, so let's bring in our experts. First, I'm going to get everyone on the screen with us here. And let's move some folks around. So first I'm going to introduce Terry Lee Harrison, you get the first introduction because honestly You're You're up early is four in the morning in Singapore. Folks, we are all over the map today, we're bringing experts in all over the world from all over the world for you to have this kind of conversation and Terry Lee, we so appreciate you getting up early getting your coffee and and joining us, Terry Lee is with the team referral network. And I want to hear a little bit more about about your story in a moment about how you ended up in Singapore. We'll go there in just a moment. But I think it's going to play into this bigger discussion of the work that you do, and how it can go on, you know, you can build, maintain and engage these relationships in a virtual atmosphere. Our second guest today is actually going to be Samantha heartway, joining us from Martha's Vineyard in Massachusetts. So Samantha and I are here in the East Coast timezone a little bit easier on us as we finish up with our afternoon hours. Samantha is with enlightened marketing and is a longtime consultant has worked at the highest corporate levels with companies like Coca Cola, and now works with helping entrepreneurs, particularly female entrepreneurs take their expertise in and do what's the phrasing that you use Samantha so that they more joy in their business, I think right? You will enjoy enjoying it too.

Unknown Speaker 2:50

Yep. Thanks, Tobin,

Unknown Speaker 2:52

of that aspect. And then our third guest today is Kevin Thompson, from tribe for leaders. Kevin is joining us all the way from Seattle. So like I said, I promised you that we would be all over the map from Singapore all the way through to Seattle all different time zones. Kevin, we appreciate you. You were on just a week ago, you and Jules came on for the podcast. So I've been so excited to have you guys come on and have this discussion for a number of reasons. One because of who you are and the work each of you have done. But equally so this topic of referrals. This is like this is a hot topic in our community. Everybody wants more referrals. Everybody cites referrals as being one of the key ways that they're getting clients now, but they're not getting as many clients as they want. So how can we make this happen more intentionally? How can we create a system for more consistent referrals into our world? What makes us more referral? You see, I have a ton of questions I've been saving up for you guys. Totally, I'd love to bring it back to you. I do want to hear the story because I'd love to hear more about how you ended up in Singapore and how that that impacts the work that you're doing with with the referral team. Hmm.

Unknown Speaker 4:02

Well, Tobin, thank you so much for having me today. And it's interesting. I've been in Singapore three and a half years, we came here from Southern California. And we came to Singapore originally for my husband's work. And at the time, I was really networked and very heavily in this lot greater Los Angeles area. And for me at the time, I was like what am what am I going to do? And I still remotely ran my network from here. But being physically as you said, physically removed from my network, it really caused me to begin looking around and I began exploring the virtual networking world it was two years ago last week. So plenty of diving in learning what needed to happen way before the pandemic but if I could say it literally took the pandemic for the people to be more accepting of the of the virtual networking. It's like they opened their eyes. They had to open their eyes to say, Hey, I actually can network with On screen, hey, I actually think this isn't as bad as what I thought it is. So I'm grateful now for the move that caused me to say, What am I going to do?

Unknown Speaker 5:09

Yeah, that's, that's a really interesting aspect that you've got in front of the wave and 100%. Right, so many folks are coming into the space, maybe even forced into some new habits because of because of the shutdown the pandemic and everything. We're doing business a little bit differently than what we might have expected. But finding in some ways, it can actually work really well. And when we, when things return to normal, well, I don't know if they'll ever fully return to normal. But we may keep some of these habits, we may keep some of these efficiencies in new ways of doing things. So I love that aspect. I think, well, we'll explore into that a little bit more. Let's dive into the questions. Because by the way, we're already getting comments, people are jumping in and saying, Look, I'm excited to hear what you guys have to share today. This is an important topic, this is what folks is wanting to know about out there. I would like to let's let's bring Samantha in first, because Samantha is something that you've shared with me, we actually have this in our welcome kit, actually, that we share through book of experts, the idea of marketing, to creating referrals through your network instead of to your network. Can you lay that out for folks so we can get a good sort of foundation for everyone here? You know, I

Unknown Speaker 6:24

think the negative association we have with people who are looking for referrals is that they come to us and they try to sell to us. And if you think about who's in your network, you know, there, let's say you have you know, 250 people in your network. But the opportunity isn't for me to go to you and say, Hey Tobin, do you want to buy my thing? Hey, Kevin, you are my my thing. Hey, Terry Lee do my thing. It's like Who do you know who, so I get to move through you to your 250 people. And then suddenly, that puts me in touch with so many more people. And so it it also feels less yucky, when you're trying to market yourself? Because you're not like, Hey Tobin, do you want to buy my thing? You're like, Tobin, I'm super excited about some results I've been getting with clients lately. And I would love to tell you about them. Because I wonder if you don't know other business professionals who could be who are looking to get results like this. So suddenly, it's not a conversation between you and me. But it's like, we get to zoom out. And a lot of that discomfort will fall away.

Unknown Speaker 7:20

So, Kevin, I'll bring you over because I want I know, one of the things that you guys do with a tribe for leaders is you're structuring in many ways, the strict or helping facilitate the strategic partnerships between individuals and businesses, that can really help them take it to a to a whole new another level, maybe even a level they didn't hadn't even yet conceived or imagined themselves. How important is the How important is it to have a structured strategic partnership approach, as opposed to staying in touch with your network, the way the way Samantha described it of, you know, touching base, this is what's going on in my world? Here's some recent results that we got, who do you know, that might be along the same lines? That sounds more conversational, strategic strategic partnership? Sounds like a more planned and structured approach?

Unknown Speaker 8:11

Yeah, absolutely. You know, and when you that's what we bill about is try paraders is really helping people who want to have strategic partnerships who want to form strategic partnerships. But really, you know, what it comes down to most Tobin is in order to do that, you have to attract the right people to start with. And and the kind of people that we attract, when there's two big things we're looking at, we're letting you know that they have an established business with a track record of getting great results for their clients. And on the other side of the coin, they are also some of the most giving generous lead with a helping hand people of integrity that you'd meet as well. And when people show up when entrepreneurs show up this way to, to give to help to contribute with that, you know what, that's what they want to do, when they show up that way. And when everybody in the group shows up that way, well, everybody gets to be on the receiving end, too. They also get what they need in return. So it's not about a kind of like a little bit of what Samantha's said, you know, it's not about hey, what can you do for me, it's what can I do for you, and here's how we help our clients. Here's what we do that, you know, here's how we provide results for our clients, and being of service to others, then that's how you get people talking about you. That's how you get people referring you.

Unknown Speaker 9:35

So I want to come back to this point in just a minute because I think this is going to be a red thread that is going to tie everything that we're talking about together this, this being willing to pay it forward to help others. But before we do that, I want to share just a little bit of feedback because you guys, you know, we have a group of folks out there who want to hear from you. They're already excited. You know, Erica said I'm super excited about doing virtual networking now more than ever Karen, she actually cited you Samantha and, you know, helping we, you know, ask that question, what makes a good referral for you turning the conversation from what we want to what may help the other person as well. Eric also jumped in and said, Love that refer through, not to the folks, we have a few other questions that are coming in. But before I'll read those while you guys are discussing terribly, I'd love to hear your take on this, this shift, the psychological shift that we're making, that Kevin has just raised, which is, how do we go from thinking about ourselves to becoming better networkers? And better refers?

Unknown Speaker 10:39

That's such a great question. You know, the, the main thing as a great refer or want to participate, or a world will be the absolute shift to focusing on what can I do for this person? Who can I introduce this person to, and it is, I have to say, we're human beings. So if I'm on a call with someone, or we're on a call with someone, it can be super easy to be like, well, I might not ever get anything out of this. But are if you can always be focusing on the introduction you can make on the ability to be able to provide something for someone or resource any type of connection, I, it looks a little goes a long way. And they're going to want to remember that. And imagine if we all in the world are all about other people. So in networking world, we're always going to be about other people. Always be cognizant of the whys. We're all in business, of the importance of just our futures, our businesses, every everything hinges on why we're here in this networking meeting. But to call yourself to action that you want to dig deeper, I want to dig deeper for this person. I think that when those conversations when we're considering what can I give to them? I think we can always dig deeper. The question is, is are we going to take the time? And are we going to do it? But if we can just remember that, you know, I'm on? I'm on with them right now. And what is Tobin need? What is it that I can do? Is there any more? Is there any more I can do to give him? If we operate in from that stance, I think that many more great connections can

Unknown Speaker 12:16

happen. Is this really a case of the law of reciprocity. So if I'm paying it for people are going to remember that they're going to look for their opportunity? Because we all kind of keep score a little bit in our heads? I'm not sure that's always the best way to do it. I'm also I'm blanking on his name, but I think it was Adam Grant that wrote the book and talked about the different way people give and receive. And the folks who have a transactional approach aren't they don't always come out ahead. Right, that but we are a little bit programmed to think in terms of, Oh, you know, Terry Lee has already done me a couple favors, and I really ought to get one back for her as well.

Unknown Speaker 13:01

I don't think we can help it. You know, some months ago, there was a gentleman in my network who gave me some amazing introductions, like four or five of them, and you just can't help but say, Oh, my gosh, well, how can I help them in return? You can't help it. And you may be on Yes. She said, as you said, if we're gonna we can't keep an account, then we can't keep an account. But I well, because yes, you may end up losing that, but it's powerful. It's powerful.

Unknown Speaker 13:29

Samantha, I'd love to hear your take. Is this is this just different groups of people, or they're just some folks that are going to be natural networkers, they're more inclined to give first and be willing to play that long game, and other folks are just not thinking along those lines. And is that fair? I guess my question is, is that true? And if it's true, do we build a strategy around that where we're trying to seek out other folks that played this game this way together, in in more of an alliance?

Unknown Speaker 14:02

Well, I'm really glad you asked this question, because for me, I was thinking when I first started, you know, I was several years in business. And I really struggled to give referrals. I just, it didn't come naturally to me. And I thought, I'm just not maybe I'm just not that kind of person. But as Terry Lee's describing, it's like, you have an abundance mentality. And I was like, Well, I have an abundance mentality. And I think I'm generous, but I just, it didn't, it didn't happen for me and I joined a referral network. And then I would struggle every week to come up with referrals. And then suddenly, I you know, I began eventually to build the muscle. So it was something that was important to me. And I I learned how to do it. So I feel like I want to encourage people if you feel like I get referrals, but I struggle to give them it's a muscle and it's a skill and you can learn and improve it just like anything else. And so I think there are ways to learn how to do it, which is to, you know, be intentional. So sit down with some people who maybe have sent you referrals and think like, who can I introduced this person to you, it might not be a literal referral, it might just be an introduction, but it's still a starting place. And, you know, revisit your desire to be a person who gives referrals, because as we've just heard, you know, giving those referrals puts that kind of glow around you. And even just asking the question, what makes a good referral for you? We'll, we'll get somebody who might be kind of like, you know, I might need to know you to Hey, you asked that question, you know what I mean, they will really put their focus on you. So I'm encouraged to share that. There are some people who are just amazing connectors like Kevin Thompson, you're just amazing connectors. But they, you just because you're not that yet, doesn't mean you can't be one too.

Unknown Speaker 15:42

I love that description of working this process, like like a muscle, like going to the gym. But the more actively you focus on it, the more you do it, the stronger and better you get at it. That's really appealing to me. And it also explains why some folks just maybe out of habit there, they haven't developed that muscle of even looking for that. Because our brains are our like search engines, right? Once we put that search string in there, it's going to go looking for the results. So if we're asking those those right questions, and getting to know, folks, Kevin, I want to shift this to you. Because I want to ask you we've, so far we've discussed our side of the table and giving referrals. But I think there is also an obligation on the other side of the table, which is what does it take for someone to become more referral, and I'd love to hear your take on that. Actually, we'll circle with everyone. But Kevin, you're up next.

Unknown Speaker 16:38

So ideal for somebody, excuse me, for somebody to be really referral, they need to already have a process in place that successfully gets them clients net. And if they already have a process in place, whether that's the you know, they have something to offer something to give, you know, whether that could be a book, it could be a video, it could be you know, an audio recording, it could be you know, whatever that is, but they already have a process that gets them clients now successfully, that makes it really easy for me to refer them. And then the other piece of it too, is like, I need to know what their skill set is, you know, what, what are they just really world class tat that it makes it nice and easy for me as I'm talking with people, because the way you know, the way I end up making referrals and just having conversations with entrepreneurs, I do that all the time. And when they when they start sharing about you know, something that we're working on that they're trying to make, you know, a reality or a challenge that they're dealing with. migraine just defaults to, okay, based on what they're sharing with me Who do I know, that would be the best person or persons to refer this person to, and then I'll just make those introductions. But to be able to, you know, have those things in place that you're already, you know, you've got a model in place, whatever you have now, that gets you clients successful, you know, you you need to have something in place to make it something but you know, for somebody like me to be able to make those referrals.

Unknown Speaker 18:14

So what I'm hearing you say, Kevin, is that they're those mechanisms. Maybe it's a lead magnet, or a funnel, or something that has successfully been bringing clients into the business allows you to put someone in that stream, the stream is going to carry them through the process and help with that, that introduction. Terribly. I'd love to hear what are you looking for to help? What makes people more referral to you?

Unknown Speaker 18:41

Hmm. You know, Tobin, the big thing for me is, I need to be able to understand what people are really looking for. And I think that most business people that I run into, they struggle with being able to articulate that. And if you cannot articulate it yourself, you can't expect us to guess right? We're not going to guess who busy people. But if you can lay out these are my best clients. Like if I say I run a global referral network, and I love to work with virtual assistants, business coaches, website designers, digital marketers, I spell it out. And then second step to truth is one client at a time is amazing. But when I'm able to say how I can you can introduce me to more than one client at a time. So maybe that is being a speaker on an online summit these days, maybe that is opportunities like this to be on a panel and speak to other people's audiences. You know, just upping that ante upping the ante on not just asking for one client but asking for more than one. Being able to say if you wholeheartedly believe it that you want to meet your competition. I have found and especially in 2020, that reaching out to my competition, we'd never know that we might serve similar niches we might be able to come alongside and help each other in a big way and bring more value to our people. Then lastly, the partnerships that Kevin talks about that is crucial and being able to articulate the other people who share your clients. And it's not competition where you can create synergistic relationships. But if I don't come to you and say, Look, I love to meet someone who helps people grow their business, I want to meet podcast coaches, I want to meet business coaches, you know, I want to meet the people who train speakers that people could train authors, if you can't articulate these lists are your referral ability. I hate to say it as much as you're trying as much as you're trying, you can really level up what you're receiving when you'll be able to ask him for what you're really looking for.

Unknown Speaker 20:40

So, so I love this be very specific about who you're looking for and in what kind of circumstances or conditions or what you know, like, the more specific you can be about your ask and your request that really helps people connect the dots. Samantha, I'm going to come to you in just a moment because I want to hear your take. Before I do that, I want to get on the screen because we again, we've got some great chatter going and appreciate you guys listening. By the way, if you're new, and you're commenting with us, like tell us you're new, we'd love to know that you're a new member of the audience, we'll certainly follow up with you. This is something that we're doing these expert panels we do on Monday, evening, early evening. on a regular basis, we pick a topic we bring the experts in. And of course, you're going to want to join us right after the expert panel wraps up, we're going into speed networking, so make sure if you haven't seen that, I will get a link into the comments for you in a moment. But you'll want to join us there we'll be doing that at the top of the hour on the screen. And Erica had shared You know, this great question that one of one of our I know Sylvia as well, very brilliant thinker in the sales training space, who's asking, you know, what are you working on right now that has you really excited she wants to tap into that energy right up front? What can I celebrate with you? And Erica said, I love that. And I love it too, because it brings the energy right from the beginning of the conversation. So I wanted to get that on the screen both as a shout out to Sylvia and Erica for sharing that and edifying someone else as well. Samantha, let's come to you, I'd love to hear your take on what makes folks referral and what is our obligation? What, you know, what do we need to do on our end,

Unknown Speaker 22:17

as refers or as referring to be more referral service, I think to be referral, it's really important that you get results. And you know, it's kind of the obvious thing, but it isn't obvious. And you know, a lot of my clients are working with corporations. And when you take a risk and bring someone in and introduce them into your corporate client, it's it's an incredible risk on you. And so you can remove that risk from the person that you're going in with who has referred you in by having a, you know, an impressive track record that you can communicate through case studies and success stories. And coming in with that kind of confidence of like, if you if you take the risk to bring me in, you can trust that I'm going to treat your referral, right, you can clearly communicate how you treat referrals. To me, I always say that it's really important that you convert referrals, if people refer someone to you, you should turn them the ones that fit for you into a client. So Kevin was referring to kind of the sales structure, but it's also your ability to enroll clients. Because if you if someone's constantly sending you business, and then they never turn into clients that you can I like to thank people for referrals with sales commissions. If you're never sending those kind of Thank you commissions over to them, then after a while they have to wonder like what the heck is going on with all my referrals? They're they're neither being helped, nor am I being thanked for that gesture. So I do think that really being able to enroll clients and then get incredible results for them builds your reputation and makes you incredibly referral.

Unknown Speaker 23:46

And Samantha, I want to stay with you for a moment. Just because you you brought up this issue in it is one of the questions that we received. As not one question, we received a bunch of questions around this topic, which is paid referrals versus good karma, like the what, how and why and what feels right. And how are these structured in a way, like folks that are doing paid referrals? What does that look like? Is it is it better or worse to to have non paid? Like, I'd love to hear you actually take from everyone on the panel? Because this is a big question that a lot of folks are wondering.

Unknown Speaker 24:21

Yeah, I like to pay for referrals. And part of the reason that I like to pay referrals for referrals is I don't always know that I'm going to be able to reciprocate. So I don't want to be in extreme debt in that relationship of reciprocity. So it's really important to me to to, to thank my referral partners for sending me business. So it's usually like roughly for private one on one clients. It's roughly 10%. If I have a coaching program, it could be as much as 50%. So, you know, that's kind of the range of what we might think them with. But I've also worked with people who couldn't be they couldn't receive any referral fees if they worked for the government or For a financial institution, and so that was kind of like, unethical. And so in those cases, I've like thrown a pizza party for their employees, or I've made a donation to someone's favorite charity. So there are many ways to financially, thank someone for doing that. And what I want to do is I want to encourage behavior that I want to continue. And so to me, it's a simple way to do that, that I think, you know, listen, this is money that I would pay pay the salesperson or I would have spent on marketing, and I'd rather just give it to you.

Unknown Speaker 25:31

Yeah, so that's very helpful. And and Kevin will go to you next, I'd love to here. Samantha gave us a breakdown anywhere from 10%, maybe as high as 50%. One of the questions related to this topic came in was an Erica has asked this as well, which is, how do I structure these sale, these referral commissions, these finders fees? I would love to explore a little bit more. Like, what's the difference? Like? How do we decide between that's a wide range? What types of programs are fitting into what structures? I think we can explore this a little bit more in detail for folks?

Unknown Speaker 26:09

Sure. Yeah, I know, in my, in my previous business, I had a training company where we sold a training course as well as ongoing consulting and support that went with that, and that course, it sold for three installments of 397. And then after that, like I said, they for those that wanted ongoing consulting, then we would continue doing that, and they would invest a monthly fee for that. But like, like, Samantha share, I did something very similar when I was growing that training company, because I grew it completely through strategic partnerships. And my goal was to always not only give my partner a great experience, but also to give their people a great experience, because in many times, these partners were, you know, putting me in virtually in front of their audiences. And some of these audience could be, you know, anywhere from 50, to I think that the biggest virtual audience I ever got in front of was almost 750. And so when they're when they're putting their trust in me, you know, I want to do right by them, I want to make sure like, I give them a great experience, and give their people a great experience, whether those people invest in what we're offering or not. I wanted them going back to my partner and saying, wow, you know what, thanks so much for introducing me to Kevin, thanks so much for hosting that training for us. Because, like I said, I want I want them to further their relationship with their people as a result of introducing them to me. And so when we would do those, those trainings, and we would, we would sell our training courses are a result of that. I didn't do a I did a 6040 split with my partner. And then I also gave 10%, to whoever, whoever referred that partner to me. And so you know, it made it like that, because every time I would talk with a partner, we were getting something going well, they were referred to me by somebody, and so I let them know, you know, hey, you have a great experience. If you can think of anybody else that I should be talking with, I'll do the same exact thing for you, I'll give you 10%. Now, I will tell you, what I have done is kind of similar to what Samantha found, it's not the money that causes people to refer, and Ivan let you know that, you know, no matter how much money somebody could get compensated for referring, if they feel for one second, that you're going to damage the relationship with whoever they're referring to, you know, amount of money can make up for them. So it's, you know, yes, it's really nice to compensate financially. But, you know, that's understand that that's not their motivation for referring they want to further their relationship with the person that they're referring to you or the people they're referring. And that's the most important thing.

Unknown Speaker 29:00

Yeah, I'm so glad you brought up. So I like to talk about this concept of social currency. Kevin, and I think you've really underlined this, which is we, you know, if we make a referral to somebody else, and we lose face, we're losing social currency in that relationship. So we're always considering that give and take. It's not just the dollar amounts, but it's the it's, it's the value of in fluctuation of value in the relationships that we're building with other people. I just want to as a quick example, one of the most popular blog posts that I ever wrote on medium. A few years ago, we were talking about giveaway programs, you know, like sweepstakes, style programs, and one of the things that we were experimenting with was that you can actually incentivize, incentivize people to share essentially refer invite other people to join the sweepstakes. But if you also made it a gift for the person, they were sharing with, so that person got more chances or more opportunities. And they were they were incentivized to join through you sharing both sides, it was a win win win three, three sided win for everyone involved. And I think that holds true on the referral side as well, which is, even when we're making these personal connections, what is the thing that we can potentially provide, that gives the receiver of the referral, something awesome to have that conversation as well. So they also feel like they're part of this building synergy. so terribly, I want to come back to you, can you give us a last thought on the just on the paid versus sort of free structure of referrals and how you see that?

Unknown Speaker 30:46

I sure can Tobin, and this, this completes the whole realm of the spectrum, if you will, just just what I'm going to share, because I've been part of referral networking groups, like formal groups now for 14 years working with 1000s of people. And so for us, there will be those times when people do give a referral fee, but it's just our culture. So this is my group, and building my relationships in this group of people. And this is just what we do. And you're having to do it, because they're part of the group. It's part of the synergy in the community. And I have people say to me, I give 25% of data. And I almost after living in this, it's kind of like a bubble. Almost after having lived in this bubble for so long. I'm like, Oh, that's not necessary. Like I would do it anyway. So it's interesting to hear all these things, I think that we can all have something that we offer. And maybe that is just I don't know if it's gamification, but even just making it fun, like, we're doing a membership drive with prizes this month, in our organization, or, or we'll have refer somebody you get a month free as an example. There are all kinds of things that we can do. But if we can have a combination of these things in our world, as refers if you depending on if you're on your own or in a community, how you might benefit the most and how you might choose to give.

Unknown Speaker 32:11

Yeah, that's a great point that it's they may not be doing it because of the money. But that that act of appreciation and being called out for for the giving, is going to incentivize more of that. I want to just for a couple folks. So we do have some new folks in the audience want to give you a quick shout out. So chalobah, we appreciate you joining us as well, Amanda, same thing, another new member of the audience joining us for the first time and for you guys, I want to make sure that you see, we're going to be speed networking right after this. So make sure you join us It will not be here, wherever you're watching us. You might be seeing us on Facebook, on LinkedIn on Periscope on, we're on a whole YouTube, we're on a whole bunch of platforms multi streaming right now for for the expert panel, when we wrap up at the top of the hour, we're going to jump over to Blitzer, that link is in the comments and you can join us there you can talk with our experts, they're going to be joining us as well. And so you might get matched up with them, you can have a one to one conversation, it's very short, it's five minutes or less. So you're going to meet 567 really cool experts, whether from the audience or from the panel, it's part of the fun thing that we do. So I hope you guys get a chance to join us there. I also want to call out if I can find it here. So I think this one came from Steve Markman. who shared I want to bring this up on the screen because I think this is a good one. He said, You know, it's helpful to give talking points to increase those chances of being referred. And I want this was in my notes as something that I wanted to share something I've found particularly useful is that the out the story element, being able to share a story about the person you're referring to, because those stories tend to carry on there's a longevity in them. I really good story, I will remember. And most likely, if I share that with a person I'm referring to as the context of why they might want to meet this other person. I do this quite often. As an example. You know, with my partners, I might say, you know, Caitlin has written two books on sales, or Janet. She was the one who, you know, after being told nobody could do it went out and sold, you know, several 100 k consulting coaching programs next week, you know, when when the person who was delivering the program said, Nobody can sell this except me. So she just said, I'm going to do it. And so those kinds of stories, allow someone to wow, you know, makes an impression, it sets the context for the conversation. I think that's where you were going with that as well. Steve, with the talking points. Less, you know, might be a fact it might be, you know, some unique angle. But if you can have something that is memorable, people can carry that with them. And it's that much easier to to make that connection. One of the questions that I wanted to ask you guys for about is what are you looking for, in a strategic partner as you're as you're searching Being not just the one to one referrals. But Kevin, you would go to you first because you had brought this up. But the idea of getting in front of other audiences, you had mentioned sometimes big audiences and being able to make an impression there, what are you specifically looking for as you plan out and do outreach to strategic partners.

Unknown Speaker 35:20

So, you know, especially with what we're doing and try paraders right now, you know, we are very intentional about who we invite into that. And our whole goal right from the beginning is very for them. So that, you know, they work to tell other like minded entrepreneurs. And, and so, you know, we've been very intentional about creating the experience for them. And that includes inviting the right people providing the right container, if you will, because it is a container for them to be able to make long term connections that will help grow their business help add revenue to their business. But coming from the standpoint of like, like I mentioned earlier, that everyone comes with the intention to contribute first, knowing that they're going to get everything that they need in return. And when you give people an experience, and the same thing in the other in the training business, I gave my partner's experience I also gave the people that came on board and experience because I wanted them. And we and we've been talking about this, you know, ongoing coaching that we offered, Hey, you know what you're getting great results with what we're teaching you here, let the person that referred, you let them know about that, know about the great results that we're getting, because you want it that's the experience that gets people talking, you know, and it's the experience that people remember, that's what they're gonna just kind of be able to go and then share their own story. And we think about, you know, when we've gone to a great restaurant, or when we've, you know, hired somebody that we just like, wow, they over delivered for us? Well, you know, when you're talking with other people who can then benefit from that, you're going to be able to share your own experience with that. And that's what's really going to sell a referral.

Unknown Speaker 37:10

So I think that really emphasized this idea of social proof, like sharing your success stories with your network of strategic partners, so they know more, and they'll look out for other opportunities that that fit that, you know, fit dag, exactly the story like, Oh, this is I have a friend that's in the same boat in the same situation. Samantha, I'd love to hear, actually, I think I want to shift the question, not just strategic partners, or just social proof. But what is working for you like, how do you make the referrals happen on a more consistent basis? I think that's at the root of a lot of the questions that came in this week.

Unknown Speaker 37:48

Yep, I believe it? Well, one thing I just didn't want to answer about, who are good strategic partners, because I'm Terry Lee referred to this. Very early in my career, I was always freaked out about competition, like I would meet people. And I would think, oh, no other they do just what I do. And so, you know, this contact is no longer valuable. And then I was quickly realized that it was important to me to know people who were who did very much what I do. So I would have a place to refer business that wasn't a fit for me, not always terrible clients, but something that was just like, either, you know, it was too close to a client, I was already working with it. So kind of conflicting industry. But it is super important for you to know and create relationships with people that you trust, who do what you do. So you can refer business to them. And there's going to be a time when you're gonna have so much business coming in, you're really going to want to have, you know, a place that you trust to take over that spill over business. So that's the first thing I would say. And then getting consistent referrals is really a matter of staying Top of Mind with the people who can refer to you. So nurture, cultivating those relationships and then nurturing them. And what you want to nurture them with is consistent communication about your results, things that are important to them. So results that you've gotten for someone else. successes in your business, you know who you've been enrolling lately, any evolution like a lot of us, the longer we're in business, the more we may stop working with that kind of client or begin to specialize and working on this kind of a challenge or problem. And so constantly kind of keeping your network updated about that is really important. And then, you know, for that inner circle of referral partners doing that in person, I think is really important.

Unknown Speaker 39:34

So I you you anticipated my next question. I wanted to stay with you for a moment, Samantha. So a lot of times we have folks that manage a list so you might have an email list or community and that's one way to bring the message out to a lot of people. You mentioned in person, a challenge these days, but how are you working with your, your inner circle we refer to it as your referral circles. Welcome experts, what does that look like for that core group of folks that have maybe already sent you referrals, or you're actively working that in a more direct way?

Unknown Speaker 40:10

Well, it used to be, you know, let's get together, hey, I'm in town where you are, let's get together while I'm here. Or I'm going to be in, you know, your part of the world here, like, maybe we can kind of drive and all get together or something like that. And obviously, nowadays, we can do things by, you know, zoom, but taking the time to say, hey, you've been sending me a lot of referrals lately, and I'm really excited by who you've sent over, let me share how things are going with a few of them the non confidential information that we can share, and then like, What's going on with you, and how can I be of service to you. And I think that, you know, very often, those are the relationships that this is a true friendship, at least deep colleagues, you know, like a very heartfelt relationship that we have with these ones. And so I think prioritizing them in your calendar and making sure that you like I'm going to make an effort to have a meeting with these five people over the next three months, and, you know, fit them in. And, you know, I think handwritten cards and small gifts and things like that are never, not a good idea. Anything that's high touch for that inner circle.

Unknown Speaker 41:17

One thing I want to emphasize that that Samantha shared earlier, Terry Lee had mentioned it first Samantha has echoed it. So I think it's that important for us to underline here, which is, you know, being able to connect with folks who you might otherwise have thought of as your competition. So they do similar work, that passing of the referral is not just your handing off the bad clients, the ones who are going to be a pain in I mean, how would we feel if if that's what the referrals, we're getting the problem cases, right? That that doesn't feel good for anyone. But many times, if we want to step into our best and highest work, our genius zone, if you want to call it that, it is being very clear and specific about I'm going to take this kind of work on, and I'm going to fly with this, which means there's work around the fringes that can be a much better fit and allow other people to have that same genius own experience, which is adjacent to but not exactly an overlap. So I just wanted to make sure when we got there terribly, I'd like to bring it back to you. Can we talk a little bit about some of your? What are some of your habits, some of your best practices? Like what's working for you? Yeah, in this referral space?

Unknown Speaker 42:32

What's really working for me, it's exactly what we've been talking about. And that's, that's building some of the strategic partnerships. And the one thing that I look for in building them is not only and I think you all do, too, it's not only the person themselves, you know, are we are we aligned in our values? Are we aligned in our goals? Where are we on our journey? Are we both in growth mode, are we able to help each other, but I also have to love their product p? Well, I have to, I have to believe that their product is something that can serve many people that might that my people would be looking for it. And as I'm being a raving fan, and talking about what they're doing, and introducing them to my people, that my people will be able to benefit from the service so highly. And so I'm always on the lookout, I always recommend to people, Tobin and company that we spend 80% plus of our time, networking with our strategic partners, and looking for new ones to build relationships with. So for me, it starts with a liking it like the first date, sometimes on a first date, you might get totally excited. And you might think, you know, I should like to marry this person. But as you know, we sign up from the first date when we have a second date. And where will we go from there. So the truth is starting with a first date, and possibly moving to the one thing that is next and taking it from there, if that went well. That's what's working for me, even though as I said, Sometimes I get excited and think, wow, I really want to marry this person.

Unknown Speaker 44:09

Yeah, this the dating analogy is great, because it really conveys that the best relationships take time to build. And there's that rapport that's built up sometimes, you know, weeks, months, maybe even years that we really build the best relationships, the most lasting ones. And I also love the way you shared terribly because I think I also in my conversations as a meeting folks, I'm a buyer at heart, like I want to buy everybody's stuff. And if if I'm struggling to find that angle with somebody else that I I really don't see how I would use this or get excited about it myself. that's usually where I find that friction of not sure how I would make a referral here. I want people to sell that sell me on their stuff because I may not be able to actually buy at that point in time. But I know about it, I buy into the energy, the concept of it, which allows me to become a really good referral source, because I'm out there talking to a lot of folks. And I know I'm going to come across someone who's going to be a great fit for that. I want to do a quick round with everyone, just folks. So you know, coming up in just a moment, we're going to do the expert panel picks of the week, this is sort of how we wrap up the show we will do around the table with each expert talking about a pick that they're loving, maybe a book, maybe an app or just something that they're really loving and enjoying these days. It's it's not exactly on the topic of referrals, but it's been something that we do with all our experts, we get the best recommendations and suggestions. So you don't want to miss that. We'll do that in a in just a moment. I do want to do a wrap up any last closing thoughts on this topic of how to boost your business by getting more referrals in a more consistent way? We'll hear from each of our experts as we start to wrap up. And again, make sure you join us because we have another Susan, top two, she actually said I'm new as well, Susan, I hope you join us networking speed networking we're going to do afterwards, check in the comments, wherever you're watching us in the there's a link to Blitzer, you can also find this on Facebook and on LinkedIn, we have events there as well. We want to make sure that we get a chance to connect all you awesome people together so that we can have a deeper conversation about this topic. So totally I have you up on the screen any last thoughts that you'd like to share about this? being a professional networker and making referrals rain?

Unknown Speaker 46:34

You know Tobin, that meet many people to say, Ah, this referral thing doesn't work for me. And I would just ask you to look in the mirror and ask honestly ask yourself, how have I been showing up? Have I been all about others? The tips that we were providing and the things that we were sharing, ask yourself, you know, how, how have I been seeking out strategic partnerships? What What have I been doing to? You know, have I've been playing full out? And if you haven't, I want to invite yourself to change how you're showing up, change how you're responding to other people, how you're giving how you're coming together with other people, I think that you'll find that you can increase your referral ability.

Unknown Speaker 47:18

Love that. Well, that and Kevin, how about your thought? What's your closing thoughts?

Unknown Speaker 47:23

Yeah, you know, getting getting referrals, it all comes down to relationships. And and, you know, we look at financial currency or you know, relationship, currency is the most valuable currency that we can have. And the way we have more valuable relationships with people is just having conversations with them, finding out what they're working on, what their challenges are, you know, what their problems that they're dealing with, and just listening as they talk, you know, in most networking situations, certainly people are busy talking, and nobody's listening to anybody. But when we listen, and we are genuinely interested in what people are sharing with us, and we're genuinely looking for ways we can help them. I'll tell you what that goes. So so far.

Unknown Speaker 48:08

Love it. Love it. And we're getting great response from the audience. Erica said, boom, am Have I been playing Fallout? Like that is? It's a great question. And it really challenges us to take things to a whole new level. Samantha, I'd love to hear your thoughts.

Unknown Speaker 48:24

Let's go practical. So make it easy for people to refer you to you with doing three things you're gonna say, a good referral for me is that this that profession, who is struggling with the number one problem you solve, and wants to have this outcome? And so if you can say that that concisely a good referral for me is a consultant who's working as hard as she can already work, but wants to double her business without wearing herself out. That's short, concise.

Unknown Speaker 48:59

I think we lost Samantha, she broke up there for fortunately, we were able to get that formula in though because I love that, you know who a good referral for me is this type of person who's looking for this kind of result. So Samantha, any last thoughts? We lost you for a second there, but I'll bring it back to you.

Unknown Speaker 49:18

Oh, I'm sorry. Hackers came in? Yes. This profession who is dealing with this problem, you're going to name the number one problem you you solve a problem or challenge that you solve for your clients looking for this outcome? That's the structure that you want to go with.

Unknown Speaker 49:32

Beautiful, beautiful now, folks, we have about five minutes to do our panel, our expert panel picks of the week we'll do that really quickly. Then we're going to be jumping over to Blitzer to get ready for the networking. Samantha I just had you up I'll kiosk. with you. You'll give us your pick of the week.

Unknown Speaker 49:49

I have a visual. It's a book called no hard feelings. The secret power of embracing emotions at work. I've written about this on LinkedIn that I think it's really important for us not to get emotional. But to like really trust your emotions and bring those in, use them to make decisions. Don't be like I'm a robot, especially right now during pandemic. So this is a great book about how to handle hard emotions, difficult people at work, all kinds of good stuff and follow them on Instagram, Molly West Duffy, these wonderful illustrations are really inspiring.

Unknown Speaker 50:19

Love it, love it, we get a lot of great book recommendations love the Instagram as well, because you know, then you see these pictures, and it just, you know, allows you to sort of step into the material and see how it speaks to you as well. Kevin, you're up next?

Unknown Speaker 50:32

Yeah, I'll tell you the best book I have ever read hands down is a book by Bob Berg called the go giver. And that book literally changed my life. It's a quick short read. It's in a story format. But the lessons in there are so doggone powerful. And we'll just really expand on everything that we've been talking about here today.

Unknown Speaker 50:53

And they're very relevant to our conversation about referrals and building this aspect, or strengthening this aspect in your business. Terry Lee, I'd love to hear yours.

Unknown Speaker 51:05

I have an app for us today. And it's called Quick que UIK. So no, see qu ik? And if I could just show you super quick. I took the music out. Oh, man. Oh, there's gonna go. So you can make like I do events, right. So Oh, here it comes. But you can make cute little trailers. Like, like, we could have had a cute video for the speed networking that's coming up. But they come with their very creative, you just insert your information, all kinds of music, all kinds of visuals and graphics. And it's stunning. And this is like the free version. I don't I can't imagine what the paid version does. So qu ik

Unknown Speaker 51:42

love that qu ik so folks can actually do this to promote in share, I assume on social media, they have easy share buttons. And, you know, you're we're all trying to catch people's attention, like just stop the scroll for a second. And so if you can have that visually eye appealing presentation of what you have coming up next, so you can share that with others. That's a great idea. The thing I'm going to share with you guys, this one surprised me. So it is sort of an app. But I I recently bought the Apple Pencil to work with my iPad. Now, I've wanted to do this for a while. Mostly I my thought was I'm going to use the iPad to do some virtual some digital whiteboarding with clients and be able to sort of draw and think and walk away from my office and do some of that. Here's what surprised me about the Apple Pencil, I did not realize that you could, for example, write out a whole page of handwritten text, and then turn it into typewritten text. So this was really useful for me to be some of the journaling, where I really wanted that visceral feel of the handwriting and getting it out. I just didn't know that you could convert it that the apps are that good. And they're like, I would say 99.9% accurate, like very seldom do I ever does it ever get one. It's not like voice recognition, where it's getting you know, every 10th word wrong. This was this has been perfect. While I'm even using my daily planner I bought on Etsy, a daily digital daily planner with all the same fields that you're used to seeing in a in a notebook form. And I'm actually using this iPad is now taking over I've been carrying around these kind of moleskin notebooks for years, and usually have two or three going at any one time because I have my planning. I have my outreach and networking notes of when I'm connecting with folks. And also, I usually have like a black one, just point for ideas like ideas that are percolating in my head, I have to get them out. It's all going into the iPad. I'm using specifically the notability app. But there's a bunch of apps that do this. So I was surprised I didn't I didn't know I would use it this much. It's replacing all my paperwork. And I didn't I didn't think I would ever go 100% paperless but it could happen. Well, yeah, back it up. That's right, make sure I make sure I get to save it, it saves automatically to the client. So it's at that piece. Yeah, I I've held off for a long time on doing the iPad and the pencil, I just didn't know if I would use it in my workflow. It's completely changed how I'm doing things. So in a in a positive way, folks, that those are our expert panel picks of the week. These are your experts. So appreciate you guys coming on. Can we do a quick round of call to actions? We've got to do this one quick because I have to jump over and get ready for you guys on Blitzer. But I want to make sure anyone out there that's heard the panel today and would like to follow up with you guys. Yes, you can see the URLs on the screen. That would be one way to do it. But Samantha very quickly, anything else that folks should know to enter your world?

Unknown Speaker 54:50

Sure. Come on. Come find me on LinkedIn. connect with me on LinkedIn. I'm over there.

Unknown Speaker 54:55

I really love it. Yeah, I've been helping you.

Unknown Speaker 54:59

Yeah, same thing. I'm a lot more active on Facebook than LinkedIn. But yeah, I'm happy to connect with

Unknown Speaker 55:04

people there. Terry Lee, how would you like folks to enter your world?

Unknown Speaker 55:07

LinkedIn is my jam, everybody. So please connect with me there say that you saw me here. And I'd love to chat.

Unknown Speaker 55:14

Perfect, perfect. So, folks, we're going to jump into the networking. Make sure you join us The link is down below in the comments. It is a Blitzer. That's the platform that we'll be using, you will get a chance to meet 567. We don't know exactly how many depends on how big our group is. You're going to meet a bunch of other experts. You're going to chat with them for five minutes, get a chance to decide do we want to continue the conversation? It's a great way to mix and meet both our experts who are here on the panel and some of the experts that are in the audience as well. Thanks, everyone. We'll see you in a moment.

Transcribed by https://otter.ai

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