Building a Referral Network
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The document emphasizes the importance of character quality in building a successful referral network, suggesting that integrity, competence, and resourcefulness are critical traits for both you and your referral partners. It discusses the need for effective networking, understanding your goals, and evaluating the close rate of leads to achieve desired outcomes. Additionally, it stresses the value of trust and consistent improvement to foster long-term business relationships.
Building a Referral Network
- 1. Gary D. Seale Annie Mac Mortgage
- 2. Your character quality will ultimately determine who refers business to you in the long term. Proverbs 11:27 “He who seeks good, finds goodwill, but evil comes to him who searches for it.”
- 3. Influence: You must attract and lead other leaders A concept of quality and numbers How many leads do you need each month to achieve your goals? Work backwards;…What is your close rate?
- 4. Networking: Who you know, what you know. Are they in circulation? Active in social media? What impression are they/you leaving?
- 5. Resourcefulness: Are they adding value to themselves and others? Striving for constant improvement? Creative? Ask questions and learn from others
- 6. Character Driven: A person of integrity. Both you and your referral partner. Actions speak louder than words Speaking the truth in love Consistent – Other centered
- 7. Responsible: Do not leave you hanging? Can they walk a mile in your shoes? Do they follow through? Do they have to be reminded?
- 8. Competent: Are they capable? 10,000 Touches to be an expert Do they deliver excellence?
- 9. Are They Loyal? Be realistic, not everyone is a great fit Will they refer you, or the next passerby? Trust must be earned…“Know, like and trust”
- 10. Are they Energetic? Energy can cover mistakes Energy is attractive and generates enthusiasm Elements of tenacity, persistence and decisiveness What’s their bounce back look like?
- 11. Question? How can you take these qualities and systematically build a winning referral network?