Words from The Referal Coach

Knowledge Isn't Power

Whoever said "Knowledge is Power" missed the mark just a bit in my opinion. While I certainly believe that knowledge, of all kinds, is very important. Knowledge, in and of itself, does not create results. Only action does.

With referrals, knowing what to do isn't enough. You can only act your way to success with referrals. You can't wait to get good at referrals to start asking, you ask to get good.

So, what part of our referral system do you need to bring to action? Here's a quick check list of action steps from our system that should be a part of your daily behavior if you truly want to build a thriving referral-based business.

1. Making my client-service model incrementally better (or establishing a client-service model if you don't yet have one).
2. Talking to my clients on a regular basis about what's working and not working in our relationship.
3. Planting referral seeds (and knowing the difference between planting seeds and actually asking for referrals).
4. Preparing for value discussions with clients.
5. Preparing for referral discussions with clients.
6. Asking for referrals with the intention of identifying real people.
7. Getting actionable referrals, meaning referrals you can contact.
8. Calling my new referral prospects in a timely manner.
9. Keeping the referral source in the loop as to my progress with the new prospect.
10. Saying thank you to the referral source in some way.
11. Getting introduced to my clients' CPAs and attorneys to turn them into Centers of Influence.

The list can go on for a long time, but you get the point. Take action with referrals every day.

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