3 Steps to Giving More Referrals

Giving and receiving are just two sides of the same coin. 

You can’t have one without the other.  

- Bob Burg, author of Endless Referrals

You may have joined a business networking group to get referrals, but in order to garner the respect of the members in your group, you will need to also give referrals.  It’s a hard truth, but without giving, your relationships within your group will eventually deteriorate and your well of referral sources will dry up.

When one understands that GIVING referrals is just as important as GETTING referrals, the next question is, “How do I give more referrals?” 

3 Basic Principles to Giving More Referrals:

1. Have a Referral Mindset.

Ask, “Who can I help or refer through-out the week?”  Think about it. Have your club members business cards close-by. Listen for opportunities to refer someone. Think about what needs you might have at home or in your business. Do you use pest control, need an attorney or want a new fence? Give your referral group member an opportunity to help you before you call someone else.

2. Know what to say.  Good phrases are:

"I know someone who can get that done.”

“Would you like me to recommend someone?”

“I have guy who does that.”

“Would it be okay if they called you?”

“I can get you in touch with the company I use, they do a good job for me.”

3. Understand that most people WANT a referral.

Research has proven that people would rather use someone referred to them than use a complete stranger or a company that they don’t know.

They will not only welcome the referral but oftentimes, they will come back to you again when they need another one.

Visit: www.GoldStarDirectors.com to find out how to start your own business networking referral group. 

When People Talk - You Listen

"When people talk, listen completely.  Most people never listen."

— Ernest Hemingway: American novelist, writer and journalist

Listening is the one skill that separates ordinary friends from extraordinary friends. Develop this skill and you’ll make more friends, in your personal life and in business.

You listen with your eyes. When your eyes are on the speaker and not wondering around the room, the speaker knows that you care about what he is saying.

You listen with your body. Turn your face and body toward the speaker. You may find yourself leaning forward as you become more interested in what the speaker is saying.

You listen with your mind. The first thing to listen to when meeting someone is their name. Focus on what they're saying.  The speaker can easily tell when his audience is focused on what he's saying. A focused audience will energize the speaker.

You listen with your heart. When you're truly listening, you become emotionally involved in what's being said. It is natural to nod your head or to react emotionally.  You absorb what’s being said and empathize with the person’s story and situation.

Listening to the speaker with full attention demonstrates respect. By giving respect, you gain respect. At Gold Star Referral Clubs, every member gets an opportunity to speak in front of their referral group at least once a year. 

We're always looking for new Directors to start new clubs. If you know of someone, send them to www.GoldStarDirectors.com 

Get Results Today

There is a serious ROI (return on investment) in referral marketing. You don’t have to conquer mountains of information and technology to get results. You can get results starting today.

In college, I learned that a complete marketing plan included demographics, geographics and psycho-graphics  Out of college, I learned that things were dramatically different. Not that I’m ungrateful for my education, but there’s simply no substitute for experience. In this book, I offer you a one-of-a-kind gift, my experience and the solid experience of others and the place we start is with clarity.

As business people, we have come to realize that the key to long term success is clearly defined goals.

“Lack of clarity is probably more responsible for frustration and underachievement than any other single factor.” said Brian Tracy, author, speaker and master of business growth strategies.

I’d like to tell you a short story about clear waters.

When I was fifteen, Dad and I would go fishing for small mouth bass in the east arm of Traverse Bay off of Lake Michigan. We would troll over the water intake where the weeds grew. My job was to stand on the front of the pontoon boat and to point out where the fish were. The water was that clear. When I spotted bass, Dad would position the boat so that we could either cast into them or just drop a line on top of them.

The crystal clear water made it easy to see what bait the fish were interested in and which ones they ignored, but the most frustrating part was to watch a large bass swim past and ignore the bait while the baby fish, barely bigger than the hook, nibbled at it.

Wouldn't it be great to have that kind of clarity when looking into your referral marketing strategy?  If you know exactly what creates a referral, you can plan on it, change your referral marketing strategy when you need to and set achievable goals. That would be like fishing for referrals in clear waters.

Successful people know that their habits determine their future. You can learn how to re-frame and reprogram yourself and your business into a referral mindset by ordering my classic book 3 Ways to Referral Success.

Standing On A Referral

Standing on a referral.

You may have heard me say in the past that you are always standing in the middle of a referral. 

But on Thursday, I found myself not in the middle but literally STANDING on a referral.

It was 7:15 am and I had just entered the First Watch Restaurant in Tulsa to go the T-Town Gold Star meeting. My heel caught on an edge of an uplifted section of flooring. Oh, I thought... that could be dangerous.

I asked Tanya, the manager's wife, "What's happening to your floor?"

"We can't figure it out and neither can anyone else. It keeps coming up." She said.

I smiled. "Let me get back to you. I think I know someone that can help you."

During our referral meeting, I was able to visit with the more-than-talented handyman in our Gold Star Club, Rob Ewens. I told him about the floor. 

Sure enough, as we stood at the cash register checking out at 8:30 am, there was Rob investigating the floor for the restaurant manager. Within minutes, he had figured out that the person who laid the floor had neglected to lay down a moisture barrier. 

I haven't heard yet whether Rob got hired to repair the floor. But I have to tell you, it felt good to refer him.

So, I told this story for a purpose. As you go about your day today. Look around. You may not only be in the middle of a referral, you may be walking through one, on top of one or looking at one. 

Check out Gold Star Referral Clubs to learn more about creating an endless stream of referrals.

Great Phishing Graphic from Legal Shield

Todd and I have been customers of Legal Shield for a long time. I especially enjoyed this graphic they created about how scammers get you by phishing.

"There is no single group of people who is more likely than another to be the target of a scam. Regardless of income, education or gender, Kroll's Investigators have helped members from all walks of life who have suddenly found themselves a victim."  - Legal Shield newsletter 11/15/2013

Get more valuable advice about how to become a better business person at www.GoldStarClubs.com

You Are Standing in the Middle of a Referral

                                       Look around. What do you see?

Most people don’t realize that they are always standing in the middle of a referral. Look around you. Do you see carpeting that needs to be cleaned? A frustrated mother who needs a bigger house? A company that needs a new accountant, a window that needs to be replaced, or new friend who needs a banker?

The key to giving good referrals is to be aware of your surroundings. Listen for a need or a problem that someone may have. You become a resource for them. You can refer someone that you know, like and trust to help resolve the problem or situation.

Here is a good example of how easy it is to give referrals.

While walking the dog, my husband Todd stopped to visit with the neighbor and asked what lawn service he was using. Doug went on to say that he hired a company because he was having a lot of neck and back pain. He said that the doctor said it was arthritis and to “get used to the pain”.

Immediately, Todd pulled out his phone and gave Doug Dr. Jolley’s phone number. Luke Jolley is in one of our clubs in Tulsa and he is our personal Chiropractor. After hearing how much we love going Dr. Jolley, Doug promised to call him.

Knowing Todd, he will follow up with Doug in a few days to see if he made that appointment.

Here are some suggestions on how to give good referrals:

§  Always have the business cards of the members of your group readily available.

§  Program your phone with the telephone numbers of all your members.

§  Keep your club members cards and brochures visible at your place of business.

§  Be the “resource person” for all your friends, family, connections and business associates.

§  Invite your customers to call you for a recommendation before they go to the Yellow Pages.

§  Try to personally use your club member’s services and products as often as you can.

§  Don’t hesitate to tell success stories about another member’s business.

§  Invite a visitor to attend your referral group to personally meet a member.

§  Arrange to have lunch with a potential client and a club member.

§  Ask them, “Would it be okay if I had his office call you to explain what they do?”

§  Get the customer’s business card and get permission for the member to call. Say, “I’ll have him call you, would that be okay?”

§  Invite your customer to go through your business cards while they wait.

§  Send a thank you card to your customer and include names and numbers of some other businesses that may help them with the next step or with a future need.

§  Connect online with your clients and recommend connections to members in your referral group.

4 Powerful Ways to Open a Presentation

How do you begin your presentations?

We have all been there before. It's 60 seconds before you begin and suddenly your mind goes blank. What should you say? How do you open? 

Let's be honest, we've all struggled with this at one time or another. Here are a few tips on how to open up your presentation or speech.

1. Tell a story. When opening with a story, give them a shocking statement right off the bat, such as: "I ran into the wall yesterday." or "I hate jumping out of airplanes." Then quickly tell a story that will lead into your topic.
2. Give a quote. A quote lets you borrow someone else's credibility. A funny quote is even better. It makes you an instant hit.
3. Ask an interesting or fun question, like: "How many of you put the toilet paper on backwards?" or "Are you a cat person or a dog person?" or "Raise your hand, have you ever played a game on your phone while in a meeting?"
4. Shock them with facts or statistics. "Over 50% of the people in this room cheat on their taxes." or "All states have dumb laws. In Iowa, it's against the law for a man with a mustache to kiss a woman in public."

Have some fun and lighten up. Tell a good story about something stupid you did and people will relate. Shock them or make them laugh. Step outside of your comfort zone and give some of these ideas a try.

These ideas will even work when giving a 60 second presentation like we do at Gold Star Referral Clubs. Grab their attention and don't let go.

Legal Dangers of Social Networking

Take care when networking online.

It isn't often that I just cut & paste an article into my blog, but this warning from Legal Shield could save you and your business from making mistakes when networking online.

Read on about.....

Legal Dangers of Social Networking

Facebook, Twitter, blogs, message boards and other social media websites and apps are great tools to help you connect with friends and family. Businesses and professionals also use social networking to connect with customers and coworkers. Many social media users are unaware that the information they post online and the digital trail they leave behind can be used against them in court. The following information will help you understand the legal risks involved in social networking.

1. Attorney-Client Confidentiality – Attorney-client confidentiality protects all communications between you and your attorney. This means the information you communicate directly to your attorney cannot be used against you in court. A breach of attorney-client privilege can seriously harm your case. Talking about your legal matter online is a serious breach of confidentiality.Do not discuss the details of your case with anyone other than your attorney.
   
   
2. Anonymity – Posting comments to online forums, news outlets or blogs can give you the impression of anonymity. There is no anonymity online; everything can be traced back to its source. Before posting anything online consider the very real possibility that it will be traced back to you. 
   
   
3. Children – Child predators use social networking sites to find victims. Talk to your children about online safety. In addition, online bullying has grown rapidly in recent years. It is important to talk to children about how to handle being bullied, as well as the importance of reporting and not participating in the bullying of other children. 
   
   
4. Family Law – Facebook profiles and Twitter posts are being introduced as evidence more and more frequently in divorce and child custody cases. No matter what your intention when posting something online, consider how it could come back to haunt you. The best advice is to take a break from Facebook or other social media during a divorce or custody dispute.
   
   
5. Criminal Law - In addition to divorce court, the digital trail created through social networking is becoming increasingly common in criminal cases. Discussing illegal activity, even in jest, could land you in hot water. 
   
   
6. Human Resources – Employers are increasingly turning to social media to learn more about applicants. Applicants should be aware that their profiles and posts could be used for this purpose. Employers must be careful not to unlawfully discriminate based on age, gender, race, religious beliefs or sexual orientation. Employees who disparage their employers or coworkers online could even lose their job.
   
   
7. Identity Theft – Thieves and scammers often use social networking sites to gather personal information on victims. You may think it is perfectly harmless to discuss your birthday or post the address of your new home on Facebook or Twitter, but that type of personal information can be used against you. Think carefully about the information you post online.

This post was taken from Legal Services website. You can read more at:

 https://sites.legalshield.com/cp/newsletter/issue10_v2.html#Story1

Find out why Gold Star Referral Clubs work at www.welcometogoldstar.com.

Grow your business with Gold Star.

10 Irrefutable Laws of Referral Building

Listed below are some of the fundamental truths about referral building. 

These laws, without question, outline absolute truths about referral relationships.

1.  If they don't like you, they won't refer to you, even if your price or quality is better.

2.  Without a follow-up note or a meeting, most new referral sources will forget about you in less than 10 days.

3.  In order for your referral network to consistently refer to you, they need a crystal-clear understanding of what you do and the problems that you solve.

4.  Technology will never replace face-to-face relationships and personal chemistry.

5.   A lead is not a referral. A referral is when you connect someone you know, like and trust to someone you care about who has a need. A lead is barely more than a cold call.  

6.  A few quality referrals are better than a larger quantity of leads.

7.  Referral sources are based on relationship building, not networking.

8.  Many people that you may consider referral sources are actually just social contacts, networking buddies and good-time charlies, who have rarely, if ever, sent you a referral.

9.  Lack of visibility is the top reason why referral relationships falter. If they never hear from you or see you, even if they know, like and trust you, they will forget about you.   

10.  You should be able to close a well-endorsed quality referral 85% of the time.

Winning with Mastery

There is an old country axiom which states, "Success in life comes not from holding a good hand, but in playing a poor hand well."

You were born to succeed, not fail. By mastering your talents and skills you can not only win at what you do, but new doors of opportunity will open to you. 

I have seen individuals with mediocre abilities manage to attract amazing results by mastering what they do. From their business to their personal lives. 

Skill, like muscle grows through exercise. We can practice being the best we can be and extend our skills even more by hanging out with people who challenge us to be excellent so that we can become better each day. 

"I'm a great believer in luck, and I find the harder I work, the more I have of it." - Thomas Jefferson. 

As the CEO & Founder of Gold Star Referral Clubs, I find that I have never learned enough about referral marketing. I want to stay on top of the game. I try to set the stage for success with the business people in Gold Star. I want them to excel at giving and receiving referrals in an environment that allows their hard work and talents to shine. I find that when we're challenged to be become better, we do.

Complacency is a thief that steals our business and tries to make us fail. Gold Star gives us a great system to help us all become better business people. It is a quality environment that brings us more business AND makes us sharpen our business skills.

"Quality is about love; it's a passionate obsession with perfection. It is the result of good intentions, uncompromising standards, sincere effort, intelligent design, attention to detail and skillful execution. Quality is the calling card of greatness." - Gary Ryan Blair, author of Everything Counts.

Winning With Referrals

15 REASONS WHY REFERRALS ARE BEST

 15 reasons why referral marketing should be an essential part of your customer acquisition plan.

1.       Customers that are referred to you come with an assumption of trust. They trust you because someone else did.

2.       Referred clients are easier to bond with and to close.

3.       Referred customers are more tolerant and balanced in their expectations.

4.       A friend of a friend factor creates instant likeability.

5.       Referral sales generate a higher commission average with less negotiation on price.

6.       A referred client or patient finds it easy to refer you to friends with similar needs.

7.       Referred clients are less likely to comparison shop.

8.       Referred customers have more loyalty.

9.       Referred customers are likely to use your product more extensively due to faith in your company.

10.   Referred customers are found to be better informed.

11.   Referred customers are more likely to be a better match for your service or product.

12.   The relationship with a referred client is instantly deeper than a non-referred one.

13.   Referred customers, clients or patients are more likely to share their experience with others.

14.   Referred customers find satisfaction in the fact that someone cared enough about them to refer them to a good company.

15.   Referred customers enjoy being part of your success.

And last but not least, neither you nor the customers enjoy cold calls.

Attitude is the Mother of Luck

What separates the lucky winners from the guy who tried, but lost? Why does one person get referrals and another one doesn't?

This month, we're looking at the subject of winning. Which leads us to ask, "Are some people just luckier than others?" 

Sometimes a Gold Star Referral Club member will come to me and say that they can't figure out why other people are getting referrals and they aren't. Is it just luck? 

Researchers have spent years analyzing what separates lucky people from unlucky people and what they have discovered is that a positive attitude and an upbeat outlook on life can actually make you luckier. Who knew?

If you want to increase your luck...

• Be available for opportunities. Get out there and be pro-active.
• Listen to that little voice in your head. It may be God telling you to pay attention.
• Expect to win. Be alert and ready to be the winner, to accept the prize.
• Look on the bright side of life. Even if you don't always get what you want, you'll feel like a winner. Sometimes, that's more important than winning.

Attitude is the mother of luck. You don't have to be born lucky to win at life and business. Watch this video to what Gold Star can do to increase your referrals. 

Winning By Giving

You don't win a game all at once. It's play by play, built upon weeks and even years of practice. You have to give from your heart like there's no tomorrow. 

Winning in the game of business involves giving from your heart.  Giving to your craft and giving to others. The Go – Giver by Bob Burg and John David Mann, tells it all in a parable that is not so much about business but about a way of life. 

“Most people just laugh when they hear that the secret to success is giving… Then again, most people are nowhere near as successful as they wish they were.”

Here are The Go-Giver Five Laws of Stratospheric Success

1. The Law of Value: “Your true worth is determined by how much more you give in value than you take in payment” 

“You give, give, and give. Why? Because you love to. It’s not a strategy, it’s a way of life.”

“All the great fortunes in the world have been created by men and women who had a greater passion for what they were giving – their product, service or idea – than for what they were getting.”

2. The Law of Compensation: “Your income is determined by how many people you serve and how well you serve then.”

“You get to determine you’re your level of compensation – it’s under your control. If you want more success, find a way to serve more people. It’s that simple. It also means there are no limitation on what you can earn, because you can always find more people to serve.”

3. The Law of Influence: “Your Influence is determined by how abundantly you place other people’s interests first.”

“You need to develop your army of personal walking ambassadors… a network of people who know you, like you and trust you… People who are personally invested in seeing you succeed.”

“Stop keeping score. When you base your relationships – in business or anywhere else in your life – on who owes who what, that’s not being a friend. That’s being a creditor.”

“Forget about fifty-fifty. Fifty-fifty is a losing proposition. The only winning proposition is one hundred percent. Make your win about the other person, go after he wants. Forget win-win – focus on the other person’s win.”

“Because if you place the other person’s interest first, your interests will always be taken care of. Always. Some people call it enlightened self-interest.”

4. The Law of Authenticity: “The most valuable gift you have to offer is yourself”

“As long as you’re trying to be someone else, or putting on some act or behavior someone else taught you, you have no possibility of truly reaching people... no matter what you think you’re selling, what you’re really offering is you.

“Reaching any goal you set takes ten percent specific knowledge or technical skills – ten percent, max. The other ninety-plus percent is people skill… You want people skills… then be a person…. It’s called authenticity”

5. The Law of Receptivity: “The key to effective giving is to stay open to receiving”

“It’s not better to give than to receive. It’s insane to try to give and not receive… Trying not to receive is not only foolish, it’s arrogant… Receiving is the natural result of giving. In fact, every giving can happen only because it is also a receiving by someone else… If you don’t let yourself receive, you’re refusing the gifts of others – and you shut down the flow.

Develop a Go-Giver way of life and begin winning in business and life.

Order The Go-Giver: http://www.burg.com/books/