Integrity

Finding an Active Referral Group

admin — Tue, 21 Feb 2012 16:13:05 +0000

When it comes to active referral groups, there are all kinds. Active can include service to the community. It can include certain activities the referral group causes. A cinema society refers movies to its members and the general public. Lions Club International is an active service group that is known as the Knights of the Blind. Their cause is referring sight conservation to the community. For the purpose of this article we will define referral group as an organization whose sole purpose is helping its members get new business.

Let’s first focus on the word helping because I believe this all starts with each member doing their part rather than waiting for the group. I know of a young man who came to a referral group around 1995. He understood that “input equals output.” At the time, the group he joined had only six members. He invited other business professionals to join the group. In six months there were 16 members. After two years there were nearly 40 members. It is up to each member to do all that is necessary to make the group active. That includes looking for referrals for other members, recruiting new members to participate, and using member business as your resources. These activities create action.

The way to get new members is rather simple. Most of these groups are breakfast or lunch meetings. Remembering that “Telling isn’t selling,” we need to have another way to have people realize the value of joining your referral group. Here is a simple script that works 90% of the time: “I meet once a week for breakfast with a group of business professionals. We spend our breakfast time discussing how we can help each other get more business. I think you would be a good fit. Can I buy you breakfast next week?” Here we are asking a business professional to meet other business professionals for breakfast. Their only investment is time. For every four guests who visit your referral group, one will join.

When it comes to age it has been said, “Everything happens after 45.” I think in the case of age it depends on how old you are at the time! In the case of active referral groups, “Everything happens after 20.” When a referral group has 20 or more members it is active. More important is that things start to happen. More referrals are exchanged. Excitement is created. As you track the dollars that are brought through the club on a weekly basis, you will see the value of each meeting. Your guests will see that as well. Successful/active referral groups track and report weekly the dollar value of referrals.

When it comes to active referral groups, bigger is better. For those who have a unique offering, bigger is best! Every referral group has a realtor, mortgage broker, insurance professional(s), and an investment advisor. Other common positions held are business attorney, handyman, and chiropractor. When you are a landscape architect, interior designer, or optometrist, you have a greater likelihood of being able to pick a club that will have a large population of referral partners. Do your research to find the largest club that has your business category open. Join that club.

It is important to identify your referral partners and be able to ask the tough questions. When visiting a club, identify who are your referral partners. As a realtor joins a club where there is an existing mortgage broker, the realtor wants to know if the mortgage broker will refer business. Before joining the club be certain that the mortgage broker will refer business to you. As you have multiple referral partners, ask questions and receive acceptable replies from each. Acceptable to you might be that it is okay if a potential referral partner tells you they already have someone in your category that they currently refer all their business. You may ask that referral prospect to use you as an alternate when two bids are required.

It is often said that, “The referral business is a numbers game.” When we put our name out there good things will come to us. Statistically, that is true. What we are doing here is shortening the odds so that you can get business sooner than later.

Gerry Rose runs INTEGRITY Networking Solutions in Oceanside, CA. He works with people in business who want to attract the right prospects and generate more referrals. More than 10,000 businesses have been presented the INTEGRITY Networking Solutions system in San Diego, Los Angeles, Riverside, and Orange Counties.

Gerry’s stimulating presentation Unlimited Prospects, Unlimited Referrals is ideally suited for small business owners, home-based businesses, and independent professionals who want clearer direction and want to attract more prospects, develop dynamic systems, and strengthen their companies’ accountability. Gerry does one on one consulting, conducts a range of keynote speeches from thirty minutes to full-day education workshops.

His book series, Unlimited Prospects, Unlimited Referrals, are available on the website, www.integritysd.com.

Gerry has more than 20 years’ experience directing business owners how to grow their businesses. He is a networking dynamo. Those who know him will assure you that he does a great job of bringing people together—which is why he started INTEGRITY.

Involved with networking organizations since 1984, Gerry is a Distinguished Toastmaster, a member of Toastmaster International, and has chaired numerous chambers of commerce and non-profit organizations.

Are you truly committed to attracting the right prospects and generate more referrals? If so then contact INTEGRITY Networking Solutions for availability and information, call (888) 584-7073. You can contact Gerry by mail at 2103 Wedgewood Drive, Oceanside, CA 92056. Direct dial (760) 439-4623; e-mail to gerry@integritysd.com. For more information, go to www.integritysd.com

Managing 300 New Connections in 2012 Using Purposeful Networking©

admin — Mon, 20 Feb 2012 18:23:41 +0000

A way to meet only the people you want to meet to get business sooner than later!

Meeting 300 new people in 12 months can sound daunting. First, how do you do it? Second, how do you manage it?

To answer the first question, it is important to read and understand the articles by reading/linking to them in the order below:

1^st Purposeful Networking© Using Social Media http://www.integritysd.com/articles/purposeful-networking%C2%A9-using-social-media/

2^nd The Dialog for Purposeful Networking© by Telephone http://www.integritysd.com/articles/the-dialog-for-purposeful-networking%C2%A9-by-telephone/

3^rd The Dialog for Purposeful Networking© by Email http://www.integritysd.com/articles/the-dialog-for-purposeful-networking%C2%A9-by-email/

4^th Purposeful Networking© described by spelling PURPOSEFUL http://www.integritysd.com/articles/purposeful-networking%C2%A9-described-by-spelling-purposeful/

The articles above will deliver all the information you need to collect 25 new referral partners and /or clients per month for the next 12 months yielding 300 new introductions by year’s end.

To manage this process it is important to document your activity. Here is how:

Record every email you send for when you request a connection from your LinkedIn Advocates. Using a word document is easy and recommended. It is important to record why you want to Link to another individual. Recording what it was that peaked your interest from their LinkedIn Profiles about each individual will make these connections stronger. Something in their LinkedIn profile should tell you why they could be a client or a referral partner.
Your word document can become very long, very quickly. In my first three months, I created 65 pages. To reduce this, create separate documents for each month. Use a small font size. I went from 65 pages to three documents averaging seven pages each using eight point/Calibri.
On a separate Excel spread sheet record who you have requested to Link. Note if they are business prospects or referral resources.

Some might look at this and say, “Too much time and organization to manage. I will continue to do what I have always done to get different results.” I say, “Evaluate the time invested!” I did the math and here are my results.

Using conventional networking methods (belonging to a networking group) I was spending on average 48 hours per month going to meetings. With Purposeful Networking©, I will invest less than 40 hours per month. Most importantly is that with Purposeful Networking© I will be meeting one on one with people I choose, and I will be introducing my Advocates to people in my network they choose to meet.

I have built two businesses using conventional networking methods. One was a health insurance business consisting of 440 clients, accumulated in less than three years. The second is INTEGRITY. Conventional networking is like comparing mailing a letter through the United States postal service versus sending an email letter. Using the postal service, many hands touch the letter before it gets to the intended receiver, much like using conventional networking methods. Using conventional networking methods we expect many touches before we get a new client or referral partner. With an email the intended receiver gets the letter almost immediately. Purposeful Networking© allows my Advocates and me the opportunity to do business with who we want quickly.

The computer took some time to learn to use. It will take you time to put Purposeful Networking© into place. Much like your computer, Purposeful Networking© will get you to your goals sooner than later!

His book series, Unlimited Prospects, Unlimited Referrals, are available on the website, www.integritysd.com.

Purposeful Networking© described by spelling PURPOSEFUL

admin — Thu, 26 Jan 2012 18:34:49 +0000

A way to meet only the people you want to meet to get business sooner than later!

Purposeful Networking© can be described by each letter in the word PURPOSEFUL:

Providing strong immediate business is the key component to Purposeful Networking©. You now have a system for creating low hanging fruit. You will be able to connect with the people you want as referral partners or prospects. Joining groups for the purpose of meeting people is obsolete.
Understanding the serious nature of the process is important to maintain credibility. This is for those who are strong willed and know the value of their offer, be it a product or a service. Your unique offering and understanding its true value will be essential in sticking to this process to see it to success.
Relating quickly to new business and referral relationships is, for many, something that is acquired. Be prepared to “fake it until you make it” to gain a comfort level. Be genuine in this activity until you become comfortable. Look for outside guidance. Find partners to role play so that your comfort level increases quickly.
Profess the highest morals, values and ethics in that first face to face meeting and beyond. Anything less than the highest morals, values and ethics will be seen immediately and that your success rate will be nil.
Offer to give first before you get. This is repeated in every networking situation. As one fine fellow once told me, “When you give first it is like writing yourself an I.O.U. for something to be given back to you.” I believe that when you give first the universe sees you as a giver and eventually it comes back to you.
Survey the other person’s needs and wants by asking questions. By asking the questions, “What can I do for you?” or “How can I help you grow your business?” you will discover the other person’s needs and wants. Engage people in conversation. Remember if you are telling, you are not selling!
Educate yourself on how the other two people might connect on a deeper level by reviewing profile material of both. When making the connection, do some research on the LinkedIn profile (or Facebook, Internet search, Twitter) to find common ties that the people you are introducing share. Do they have family, surf, vacation, etc? Use what you discover at the introductory meeting.
Find the time to do the research by making Purposeful Networking© a scheduled activity. This takes time. Plan to spend a minimum of four hours per week on this strategy. For those who say, “I don’t have the time,” my answer is, “Start this in small increments of time and measure your results for this compared to other marketing related activities.” I am sure you will discover that this is a high value activity for business growth that is worth investing in.
Unlimited access should be provided to all your LinkedIn Connections. If you are concerned about your competitors discovering who you do business with and have limited access to LinkedIn Shared Connections (those Connections we have in common) then this will allow you limited access and limited success. Consider operating your business from a place of abundance and collaboration versus competition.
Live, laugh, and love this process. Have fun with this. When meeting, select nice places to have breakfast, lunch, or dinner. Find quiet places off the beaten path to have a cup of coffee. Enjoy conversation where you can hang on every word.

His book series, Unlimited Prospects, Unlimited Referrals, are available on the website, www.integritysd.com.

The Dialog for Purposeful Networking© by Email

admin — Thu, 26 Jan 2012 18:25:11 +0000

A way to meet only the people you want to meet to get business sooner than later!

Today is the first day for you to initiate Purposeful Networking© by using email. Here is a guide to get you started with email dialog that will get you positive results. This assumes that you have already become clear on how to get agreement from 25 Advocates as discussed in the Purposeful Networking© by using the telephone.

Create an Excel Spread Sheet of your 25 Advocates so that the first column is alphabetized in order in three groups of six and one group of seven. This allows you to schedule weekly the six people you will email in a given week. You will email six people each week for three weeks and seven the fourth week of the month, totaling 25 Advocates every 30 days. Across the top of the spread sheet select 12 columns for the months of the year. You will use the spaces below the columns to list the people you ask to be introduced to that are in your Advocates LinkedIn Connections. (Please, see example at the end of this article.)

As an example, John Doe is your Advocate. When looking at John’s LinkedIn Connections you see that he is connected to Sally Smith. You discover when looking at Sally’s LinkedIn profile she is an interior designer. You are a realtor. You will now ask John to introduce you to Sally saying, “John, I see that you are connected by LinkedIn to Sally Smith, an interior designer in Rancho Santa Fe. I want to do more business in Ranch Santa Fe. I would like to meet Sally with you also in attendance. Can we get together over coffee, breakfast, or lunch? My treat of course! Can you make a warm introduction?”

An example of the language for an Advocate would be, Shelly, wanting to meet someone to do business. Shelly is an insurance broker who sells liability, workmen’s compensation, and fleet auto insurance. The size of the typical company is 300 or more employees. Shelly sees that I am connected to a manufacturing company CEO, Jim Jones, on Shelly’s wish list of companies to do business with. Shelly found this by doing a LinkedIn search under companies by plugging in the company name XYZ Manufacturing. Shelly was able to see that I Jim and I are connected on LinkedIn.

The email would look something like this, “Gerry, I see that you are connected to Jim Jones of the XYZ Manufacturing. He is someone that I would like to build a business relationship with. I would like to meet Jim with you also in attendance. Maybe we could get together over coffee, breakfast, or lunch. My treat of course! Can you make a warm introduction?”

I would then contact Jim with the following, “Jim, my friend Shelly sees that you are the CEO of XYZ Manufacturing. She would like to build a business relationship with you. She is a broker/agent for ABC Insurance. This will be a warm introduction. Shelly has offered to treat us. Can we get together over coffee, breakfast, or lunch?”

Most people today will agree to meet anyone who offers to help with business growth. Occasionally you will find a person is ‘too busy’ being ‘too busy.’ It is best to discover this before meeting someone face to face. This is one of the strong points of Purposeful Networking© because it nearly always eliminates people who would otherwise waste your time. For those who value the time they invest in their business, Purposeful Networking© can be your key to success sooner than later.

His book series, Unlimited Prospects, Unlimited Referrals, are available on the website, www.integritysd.com.

ADVOCATES

January

through

December

1. Ken Anders

Jay Willford

2. Scott Boils

Mick Atwood

3. Tom Bend

John Homes

4. Dr. Mich Barney

Tim Abbutt

5. Sam Chemist

tom Jones

6. Rich Clem

Seven Crothers

Second Monday of the month (pick one each)

7. Jim David

8. Diane Disto

Robbie Bails

9. Rob Everest

Kevin Colson

10. Sandy Flier

Charles Benson

11. Craig Golden

Dan Berger

12. Matt Kaman

Ken Gerard

Third Monday of the month (pick one each)

13. KellY Law

Mike Able

14. Scott Mills

Steve Louis

15. Richard Noles

Chris Cohill

16. Sonny Older

17. Dave Panman

Aaron Alfred

18. Joe Phelps

Troy Drum

Fourth Monday of the month (pick one each)

19. Mike Pie

Bill Bachrach

20. Stan Quick

Willi Alex

21. Sharon Rice

Ed Banson

22. Jonathan Slyith

Steve Ander

23. Lisa Smooth

Carl Anderson

24. Doug Timber

Katerina Kohls

25. Sid Vester

Doug Bender

26. Michel Zellinski

Ken Boils, CPA

admin — Thu, 26 Jan 2012 17:44:20 +0000

A way to meet only the people you want to meet to get business sooner than later!

First, select 25 Advocates. An Advocate by definition is, “Someone that brings the world to you.” The Advocate can be an existing referral partner or someone you want to be a referral partner. We will be creating a win/win environment when implementing Purposeful Networking©.

Next, call your first Advocate on your list and say the following, “Hello Michel. Are you interested in creating a relationship with me where once per month during the next twelve months, I will connect you with someone that could be a referral partner or client for you? In return I would want the same from you. Are you interested in knowing more?” (Pause and wait for a response. In all the calls I have made I have had only one negative response. That person was already too busy with too much business.)

Once you get the yes, proceed as follows, “Here is how this works. You and I are connected on LinkedIn. I can see that you have currently 354 Connections. I want to meet one of those people you are connected to each month for the next year. I want it to be a warm meeting with you present. In exchange I will do the same for you. You can look at my 629 Connections and choose who you would like to meet. Who could be a referral partner or prospect for you? When would you like to get started?”

It is important to understand that the majority of people in my network are experienced networkers. Therefore they understand the frustration of being in a room of 30 or more people trying to sell you their product or service. They have been cornered by someone who tells their story for 15 minutes. The person receiving the 15 minute dialog has little to no interest.

Those who are new to networking might enjoy the interaction and discovery of participating in groups requiring membership. Going to networking events can be fun and rewarding. For those who have time restraints and want to maximize their net working strategies, then Purposeful Networking© could be a tool to invest in for you.

Business professionals should realize this is a tool to put in your tool kit for growing your business. It can replace standard networking processes. You can also continue to invest time in membership/group activity. I encourage my clients to continue to do everything that brings business to your door. When it comes to investing time, measure and compare what is getting you a monetary return on your time invest.

Even as you create your first list of Advocates it will be important to measure which of your Advocates is giving you the best return on prospects and referral partners. When you do this, you will keep a list that is in flux throughout the year. When meeting a new referral partner, it will be important to assess their potential in becoming an Advocate. For some period of time you may carry two or three extra Advocates to assess their ability to deliver “the right prospects and generate more referrals.” It is OK to swap out one Advocate for another that is performing at a higher level of return.

His book series, Unlimited Prospects, Unlimited Referrals, are available on the website, www.integritysd.com.

admin — Thu, 26 Jan 2012 17:40:01 +0000

A way to meet only the people you want to meet to get business sooner than later!

Since 1985 I have been working on my networking skills. In those early days I was mainly doing it for the social aspect of my life. I was involved with Lions Club International and the Lewis County Chamber of Commerce. During those times “social media” was done by someone picking up the telephone (that was connected by a cord to the wall) and making a “cold call.” From one of those calls the Chamber of Commerce and the Lions Club came together to create the Tug Hill Sled Dog Classic. It was a 60 mile sled dog race in Lewis County New York made up of a ‘musher’ and 12 dogs per team. That was one of my first experiences in the power of “social media networking.”

Fast forward to 2011, I have been dragged to Internet social media kicking and screaming. From the first time I heard, “If you are in business you have to be on LinkedIn, Facebook, and Twitter,” I asked the question, “What results will LinkedIn, Facebook, and Twitter deliver to my bottom line?” Today, people continue to talk about the power of social media. It is said that the power is in exposure. I tell my clients, “Exposure in the wrong places can get you arrested.” In May of 2011, Doug Taber (www.linkedaid.com) showed me the power of LinkedIn.

Networking is about connecting. However, the way we are taught to network allows for too much risk versus reward. The odds of meeting someone who can lead us to business or become a client are too small. Everyone will tell you, “It is a numbers game.” You have to join (fill in the blank of the organization) to make the networking connections. You need to learn to know, like, and trust someone before they will do business with you. There are too many chances to meet with the wrong person when going to group meetings. The thing that made the Tug Hill Sled Dog Classic a success was two people (me and Kevin O’Rourke) connecting to get the job done. It took us less than 90 days to get the project off the ground and ‘Mushers’ mushing.

From those early days, it troubled me to the point that I have often questioned, “How can people do business sooner than later?” Why do we have to do the dance in a large room of members? LinkedIn delivers the answers. Here is how I am making LinkedIn work:

Select 25 people (Advocates) who you are connected to on LinkedIn
Agree to introduce each of your Advocates to one new person each month
Have your Advocates each agree to introduce you to one new person each month
Each person to be introduced can be a referral partner or a prospect for business
Agree that each introduction will include a warm meeting over breakfast, lunch, or coffee

Looking at the results you will be introduced to 25 people you want to meet every month. In 12 months you will meet 300 people who are referral partners or prospects. These are all warm introductions. The warm introduction is important. There is a positive exchange of energy when the face to face introduction is made. Bringing a prospect to a breakfast for one of my Advocates, I know in advance that there is a greater potential for a positive energy exchange. Because I know both individuals well, I bring the positive energy.. My Advocate selected the prospect. The prospect already knows the purpose of the meeting. Most important is the warm exchange of energy between me, my LinkedIn Connection, and my Advocate. The same will be true when my Advocate(s) introduce me in a similar warm introduction.

His book series, Unlimited Prospects, Unlimited Referrals, are available on the website, www.integritysd.com.

• Tip on— “How you make your office functional for you.”

admin — Tue, 24 Jan 2012 20:39:45 +0000

Creating a separate space is important to be able to function and focus in my home based business. For some who are working from a kitchen/dining room table or bedroom that is used for sleeping, you will have trouble creating a “sanctified space for work only.” My answer, at the end of the day and beginning of the day, put IT away. For me, I close the doors to my computer work station and close the door to my office. For those of you working from a dining room table or bedroom used for sleeping, set aside the time it will take to put away any distraction first thing in the business day. At the end of the business day, remove all equipment (cover it) used for business. Store all that can be stored. My computer is only ‘on’ when I am ‘in business’ mode.

His book series, Unlimited Prospects, Unlimited Referrals, are available on the website, www.integritysd.com.

• Tip on Education —”Getting Free Information”

admin — Tue, 24 Jan 2012 20:33:12 +0000

To get educated and give back to your community volunteer for a non-profit organization. The only cost you will incur is your time. Early in my career I did a lot of work for non-profits. It gave me life experiences that would have come to me much later in life. I now use those experiences and am able to build on those. Non-profits mostly have less money to invest in personnel than the private sector for profit companies. Therefore, “low paying/high skill/development while you learn jobs” are available.

His book series, Unlimited Prospects, Unlimited Referrals, are available on the website, www.integritysd.com.

• Tip on balancing family / business

admin — Tue, 24 Jan 2012 20:28:48 +0000

The simplest way to balance family and business is to be clear on the difference so that you schedule high value activities for each. My work day is 7:30 AM to 5:00. After 5:00 PM is “Family Time.” Saturday and Sunday is “Family Time,” which includes high value activities for dinners, long walks, special events, exercise, and calm.

His book series, Unlimited Prospects, Unlimited Referrals, are available on the website, www.integritysd.com.

• Tip on relationships in business/career

admin — Tue, 24 Jan 2012 20:25:21 +0000

The rules for relationships in business and your career are the same as in any other place in life. The most simply put are the rules that Dale Carnegie listed in 1936. They include the six ways of making people like you, the twelve ways of winning people to your way of thinking, and the nine ways to change people without giving or arousing resentment. For the details, pick-up a copy of his book How to Win Friends and Influence People.

His book series, Unlimited Prospects, Unlimited Referrals, are available on the website, www.integritysd.com.