22touch Story
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The document discusses building a referral network through trusted relationships. It emphasizes maintaining regular contact with a focused network through various types of touches, including handwritten notes, phone calls, and value-added content. This helps keep the advisor top of mind so they can ask for and receive referrals. It recommends starting with 25 key contacts and aiming for 22 touches per person per year using a system to track relationships. The 22touch web application can help implement this systematic referral process.
22touch Story
- 1. Building a Referral Mindset… !
- 2. Today! • Trusted Relationships! • Building Trust! • Creating a Robust Referral Machine! • Teaching People How to Refer to You!! • 22touch Web Application! • Member Growth, Retention, Acquisition Costs and Added Income Oppty!
- 3. Why Do Clients Leave?! ü 3% leave for convenience ! ü 14% leave for miscellaneous reasons! ü 15% leave because of a problem with the product, price or delivery! ü 68% leave because of perceived indifference!!
- 6. The Key is Trust! • “In a world that is increasingly connected, but also increasingly impersonal, the role of a trusted relationship is ever more critical.”! -Trusted Advisor Associates
- 8. Character! Is Who You Are…! ü Your mission! ü Your core values! ü Your goals ! ü Work-life balance! ü How you relate! ü Reliability!
- 9. Competence! Is What You Bring…! ü Your education! ü Your training ! ü Your experience! ü Skill sets! ü Your company!
- 10. The Principals of 22 Touch…! ü Focus on a Few Deep Trust Relationships! ü Use a System & Implement It Rigorously Everyday! ü Build the New Habits for Success! ü Give & Give… then Teach How to Give Back! ü Ask for the Referrals and Receive!
- 11. Goal: Create a Referral Machine! Referrals!
- 12. It’s All About Trust & Relationships ! ü Keeping in Touch! A’s ü Personal Contact! ü Top of Mind Awareness! ü Creating Conversations! ü Delivering Value! ü Asking…!
- 13. Tells You: Who, When, How! 1 to 1 Touches! Value Touches! ü Hand Written Notes! ü Articles & Books! ü Phone Calls! ü Emails! ü Drop Bys! ü Newsletters! ü Scheduled Meetups! ü Making Connections! ü Special Events! ü Thank You Gifts! $ $ $
- 14. The Power of Hand Written Notes! • They are always read! • Shows you invested time! • Creates a lasting impression!
- 15. Value Touches ü ARTICLES & BOOKS!
- 16. 25 ‘A’ List People 7 touches/week Items of Value! 1 Email/month! Phone Calls! 3 Calls/week! Personal Visits! 2 Drop-bys/week! Personal Notes! 2 Notes/week! 22 Touches x 25 People = 550/Year!
- 17. Finally…! …Teach People How to Refer!! “If you had a friend or an associate who might need…! ! …Would you please do a favor for me… CALL ME and GIVE ME their contact details and I…” !
- 18. Let’s Bring it all Together ü Make the commitment to change! ü Set Goals…build a plan! ü Have a system… follow the system! ü Ask for the referral by teaching people how to give back…!
- 19. ü Easy to Use SSl Secure Web App! ü Built-In Training-Video Suite! ü Touch Dashboard: Who, When, How! ü Weekly Touch Email! ü Tools to Build Relationships! ü Proven… It Works!!