What I’ve Learned Coaching Top Producers part 3 of 7 tagged:

What I’ve Learned Coaching Top Producers part 3 of 7

Posted by in Brian's Blog

Last week we talked about the power of authentic engagement and asking great questions utilizing a SPIN approach. The third life changing principle I’ve learned from top producers is the Get is Always in the Give: 

 Top Producers are monsters of adding value to their top referral sources. As a result, they get a steady stream of high quality referrals:  The old adage, “You can’t out give a good person is true.” Also known as the law of reciprosity. People have a tendency to reciprocate or mirror back to you what they are receiving.   

 The big time producers I’ve worked with all have a stable of great referral sources that they take care of with the white glove treatment. I’m talking weekly referrals, golf outtings, Dolphin games and even fishing trips to the Islands. The big boys pull out all the stops and realize that spending10k or even 20k/yr is chicken feed against the huge referral potential of another Top Producer. I recently saw a client stroke a $5,000 check to a reliable referral source.    

 According to Bill Cates author of Get More Referrals Now most people treat referrals as the icing on the cake and miss a huge opportunity. Your best clients have a database of other clients just like them. Your low hanging fruit (and most profitable I might add) is getting referrals from your ideal client.  To prime that pump, simply send them a solid referral and be sure to build them up in the intro. It’s huge and so easy to do.  

 Now that social networking is all the buzz, more and more people are hiring professionals by referral only……With our current level of connectivity, there’s simply no reason to take a risk with someone without third party endorsement- the social proof that someone can deliver what they say.       

 Key Action: 

1. I strongly recommend the Book, Get More Referals Now by Bill Cates. It is loaded with great ideas and practical ways to build a strong referral network. 

2. Develop a Team 100 Network.  

Email me and I will gladly send you the Team 100 program, with instructions. I would be delighted to help you and or your team maximize their referral potential. Schedule Complimentary Coaching Session