1 00:00:37,683 --> 00:00:38,943 I want to talk about something 2 00:00:38,953 --> 00:00:41,213 very close to every entrepreneur 3 00:00:41,453 --> 00:00:43,633 and business owners hearts, and 4 00:00:43,643 --> 00:00:46,453 that is the concept of referrals. 5 00:00:46,943 --> 00:00:48,273 Referrals are like that 6 00:00:48,298 --> 00:00:50,963 perfect cup of coffee, warm, 7 00:00:51,273 --> 00:00:53,333 comforting and the absolutely 8 00:00:53,333 --> 00:00:55,073 perfect way to kickstart a day. 9 00:00:55,433 --> 00:00:57,315 Except in this case, referrals 10 00:00:57,563 --> 00:00:59,223 kickstart your client list. 11 00:00:59,633 --> 00:01:00,383 Now let's face it. 12 00:01:00,383 --> 00:01:01,493 A glowing referral is 13 00:01:01,553 --> 00:01:02,993 better than any paid ad. 14 00:01:03,303 --> 00:01:05,763 It comes with a gold stamp of approval 15 00:01:05,763 --> 00:01:08,023 that says you can trust this person. 16 00:01:08,423 --> 00:01:09,823 And I remember when I first launched 17 00:01:09,823 --> 00:01:11,263 my coaching business, I thought 18 00:01:11,293 --> 00:01:12,613 referrals would just happen. 19 00:01:12,973 --> 00:01:14,613 You know, like those viral cat 20 00:01:14,613 --> 00:01:15,963 videos where everyone stops what 21 00:01:15,963 --> 00:01:17,313 they're doing to marvel at a cat. 22 00:01:17,483 --> 00:01:18,373 Kitten sneezing. 23 00:01:18,863 --> 00:01:21,083 The spoiler alert though is referrals 24 00:01:21,113 --> 00:01:23,203 are not sneeze worthy kittens. 25 00:01:23,243 --> 00:01:25,563 They don't just appear, they're earned. 26 00:01:26,023 --> 00:01:28,393 And when you crack the code, referrals 27 00:01:28,393 --> 00:01:30,609 become your best marketing tool. 28 00:01:30,610 --> 00:01:33,560 cost effective and ridiculously powerful. 29 00:01:33,880 --> 00:01:34,730 But here's the catch. 30 00:01:35,100 --> 00:01:37,960 Most of us either forget to ask, we feel 31 00:01:38,050 --> 00:01:40,750 awkward about it, or at worse, we treat 32 00:01:40,780 --> 00:01:43,430 it like a drive through order or rushed. 33 00:01:43,630 --> 00:01:44,690 And transactional. 34 00:01:44,690 --> 00:01:45,210 And guess what? 35 00:01:45,390 --> 00:01:46,060 That doesn't work. 36 00:01:46,560 --> 00:01:48,040 So today I'm walking you through 37 00:01:48,040 --> 00:01:50,830 my referral magic framework eight 38 00:01:50,960 --> 00:01:53,800 practical, powerful steps to turn happy 39 00:01:53,800 --> 00:01:56,160 clients into your personal cheer squad. 40 00:01:56,600 --> 00:01:59,000 So grab your coffee or wine, 41 00:01:59,017 --> 00:02:01,267 or even, uh, your journal and 42 00:02:01,267 --> 00:02:02,827 your book and let's dive in. 43 00:02:04,370 --> 00:02:06,450 So before we kick off a couple of 44 00:02:06,460 --> 00:02:09,395 stats, , that will really reaffirm why 45 00:02:09,505 --> 00:02:12,295 referrals need to become part of your 46 00:02:12,295 --> 00:02:13,955 strategic framework in your business. 47 00:02:14,425 --> 00:02:16,495 A referred client is 30 percent more 48 00:02:16,505 --> 00:02:18,715 likely to stay loyal and they will spend 49 00:02:18,725 --> 00:02:21,905 about 24, 5 percent more over time. 50 00:02:22,355 --> 00:02:24,465 92 percent of people trust 51 00:02:24,465 --> 00:02:26,205 referrals from someone they know. 52 00:02:26,955 --> 00:02:27,335 Why? 53 00:02:27,365 --> 00:02:29,285 Well, it's because they come pre 54 00:02:29,315 --> 00:02:31,965 packaged with trust and credibility. 55 00:02:32,455 --> 00:02:33,935 Think of referrals as 56 00:02:33,945 --> 00:02:36,095 your VIP backstage pass. 57 00:02:36,515 --> 00:02:37,745 You know, instead of fighting your 58 00:02:37,745 --> 00:02:39,885 way through the mosh pit of cold 59 00:02:39,885 --> 00:02:41,765 leads, where everyone is jostling for 60 00:02:41,765 --> 00:02:45,115 attention, your whist pass the velvet 61 00:02:45,115 --> 00:02:47,215 rope straight to the main stage. 62 00:02:47,215 --> 00:02:48,495 And a referral is like that. 63 00:02:48,495 --> 00:02:50,065 It's your fast track to 64 00:02:50,075 --> 00:02:51,455 meaningful conversations. 65 00:02:51,740 --> 00:02:53,840 and long term business relationships. 66 00:02:54,370 --> 00:02:55,580 This makes referrals the most 67 00:02:55,620 --> 00:02:57,870 trusted form of marketing out there. 68 00:02:58,200 --> 00:03:00,050 And in today's world where ads pop 69 00:03:00,050 --> 00:03:01,720 up faster than you can say skip, 70 00:03:02,170 --> 00:03:03,690 word of mouth recommendations 71 00:03:03,690 --> 00:03:05,540 continue to reign supreme. 72 00:03:05,990 --> 00:03:08,220 They are personal, they are genuine, 73 00:03:08,430 --> 00:03:10,430 and they cut straight through the noise. 74 00:03:11,220 --> 00:03:13,500 But let's address the 75 00:03:13,520 --> 00:03:14,380 elephant in the room. 76 00:03:14,830 --> 00:03:16,520 Why don't more of you 77 00:03:16,620 --> 00:03:18,870 actively ask for referrals? 78 00:03:19,309 --> 00:03:20,809 I reckon there's a few things going on. 79 00:03:20,859 --> 00:03:22,929 And, um, over the last couple of 80 00:03:22,929 --> 00:03:25,529 weeks, many of my clients have been 81 00:03:25,529 --> 00:03:27,868 talking about referrals, this is why. 82 00:03:28,298 --> 00:03:29,308 I know that these are the 83 00:03:29,308 --> 00:03:31,238 three things at play that stop 84 00:03:31,238 --> 00:03:32,808 us from asking for referrals. 85 00:03:32,808 --> 00:03:34,358 The first one is the fear factor. 86 00:03:34,958 --> 00:03:36,428 You know, many of you may be worrying 87 00:03:36,788 --> 00:03:39,068 that asking for referrals looks needy. 88 00:03:39,192 --> 00:03:41,072 it's a bit car yard salesy. 89 00:03:41,342 --> 00:03:43,432 It just feels, you know, really 90 00:03:43,512 --> 00:03:46,142 awkward and you don't really want 91 00:03:46,142 --> 00:03:48,002 to be that friend that's asking 92 00:03:48,002 --> 00:03:50,872 for help, this fear factor around 93 00:03:51,032 --> 00:03:53,652 looking needy, being car yard salesy. 94 00:03:53,782 --> 00:03:54,822 What am I going to say? 95 00:03:54,832 --> 00:03:55,872 How do I approach it? 96 00:03:55,872 --> 00:03:57,012 Stops people from doing it. 97 00:03:57,082 --> 00:03:58,532 The second thing that I'm 98 00:03:58,532 --> 00:04:00,442 hearing is we just forget in the 99 00:04:00,442 --> 00:04:02,702 hustle of delivering great work. 100 00:04:02,932 --> 00:04:05,152 The referral conversation often slips 101 00:04:05,152 --> 00:04:06,772 through the cracks and the final. 102 00:04:07,037 --> 00:04:08,117 Thing is, there's no system. 103 00:04:08,117 --> 00:04:10,117 We have no strategy in our businesses 104 00:04:10,427 --> 00:04:12,357 and without a system in place for 105 00:04:12,357 --> 00:04:14,755 referrals, referrals can end up as an 106 00:04:14,765 --> 00:04:17,855 afterthought, not as a cornerstone of 107 00:04:17,875 --> 00:04:19,855 growth, the very thing that they should 108 00:04:19,855 --> 00:04:21,825 be, they need to be part of your strategy 109 00:04:21,825 --> 00:04:24,295 in the same way that discovery calls, 110 00:04:24,345 --> 00:04:27,595 briefings, pitch processes, the sales 111 00:04:27,595 --> 00:04:29,505 conversation, delivering the work. 112 00:04:29,870 --> 00:04:31,701 doing the, recap at the end. 113 00:04:31,901 --> 00:04:32,901 It needs to be part of 114 00:04:32,901 --> 00:04:33,941 your sales strategy. 115 00:04:34,121 --> 00:04:35,641 So does any of that sound familiar? 116 00:04:36,011 --> 00:04:37,387 Are you worrying or are you 117 00:04:37,397 --> 00:04:39,637 fearful about asking for referrals? 118 00:04:39,904 --> 00:04:40,659 do you forget? 119 00:04:41,059 --> 00:04:42,729 Do you actually have a strategy for them? 120 00:04:43,049 --> 00:04:44,229 If any of this sounds familiar, 121 00:04:44,229 --> 00:04:45,309 don't worry because this 122 00:04:45,309 --> 00:04:46,409 is what we're fixing today. 123 00:04:46,869 --> 00:04:48,489 Let's break down the eight 124 00:04:48,489 --> 00:04:49,989 steps to referral magic. 125 00:04:50,166 --> 00:04:51,336 this isn't rocket science. 126 00:04:51,751 --> 00:04:53,951 And yet we all forget to do it, but 127 00:04:53,951 --> 00:04:56,601 it does require intentionality and a 128 00:04:56,601 --> 00:04:58,501 little bit of sprinkling of your magic. 129 00:04:58,921 --> 00:05:00,031 So I'm going to take you through those 130 00:05:00,041 --> 00:05:02,061 steps, step one to eight, get your pen 131 00:05:02,061 --> 00:05:04,071 ready, , or you can always download 132 00:05:04,071 --> 00:05:05,651 the transcript cause they're here. 133 00:05:05,941 --> 00:05:07,221 , and let's get going. 134 00:05:07,341 --> 00:05:08,806 So step number one. 135 00:05:09,346 --> 00:05:11,386 Identify your raving fans. 136 00:05:11,686 --> 00:05:13,416 Your raving fans are those dream 137 00:05:13,416 --> 00:05:16,306 clients who genuinely adore what you do. 138 00:05:16,736 --> 00:05:18,996 They know the results that you get. 139 00:05:19,026 --> 00:05:20,466 And you know who I'm talking about. 140 00:05:20,466 --> 00:05:23,186 It's the ones that send you those glowing 141 00:05:23,196 --> 00:05:25,506 emails that make you do that happy dance 142 00:05:25,506 --> 00:05:27,076 around your office or in your kitchen. 143 00:05:27,486 --> 00:05:28,666 They are the people who have 144 00:05:29,146 --> 00:05:30,666 Experience transformation 145 00:05:30,686 --> 00:05:32,116 through the work that you do. 146 00:05:32,396 --> 00:05:33,816 They're already prying 147 00:05:33,816 --> 00:05:34,996 to sing your praises. 148 00:05:35,016 --> 00:05:36,406 They think you're amazing. 149 00:05:36,786 --> 00:05:38,436 And what I would often suggest to my 150 00:05:38,436 --> 00:05:40,616 clients is find the top 20 percent 151 00:05:40,626 --> 00:05:43,126 is Purito's rule, 20 percent of your 152 00:05:43,126 --> 00:05:45,546 clients deliver 80 percent of your 153 00:05:45,546 --> 00:05:47,256 revenue, 80 percent of your joy. 154 00:05:47,996 --> 00:05:51,056 Uh, 80 percent of your effort, 80 percent 155 00:05:51,066 --> 00:05:53,536 of your, your results, transformational 156 00:05:53,576 --> 00:05:55,536 impact that you're making, find those 157 00:05:55,546 --> 00:05:57,546 20 percent because they are your 158 00:05:57,546 --> 00:06:00,116 referral champions, the ones who 159 00:06:00,116 --> 00:06:02,316 can't wait to tell others about you. 160 00:06:02,316 --> 00:06:03,226 So step number one. 161 00:06:04,146 --> 00:06:06,416 Step number two is when you've 162 00:06:06,416 --> 00:06:08,696 identified your clients, those raving 163 00:06:08,696 --> 00:06:10,656 fans, it's really important that you 164 00:06:10,696 --> 00:06:12,776 take the time, and this is why it has 165 00:06:12,776 --> 00:06:14,946 to be part of your sales strategy, 166 00:06:14,946 --> 00:06:16,596 your client management strategy. 167 00:06:16,836 --> 00:06:18,026 It's really important that 168 00:06:18,026 --> 00:06:19,646 you confirm the results and 169 00:06:19,646 --> 00:06:21,536 you take the time to do that. 170 00:06:21,926 --> 00:06:23,816 Before you can ask for anything, 171 00:06:24,136 --> 00:06:26,046 it's crucial to celebrate 172 00:06:26,066 --> 00:06:27,526 the wins with your client. 173 00:06:27,946 --> 00:06:29,496 This is not just about 174 00:06:29,499 --> 00:06:31,958 patting yourself on the back. 175 00:06:32,168 --> 00:06:34,758 It's about helping your client reflect 176 00:06:35,058 --> 00:06:38,018 on their journey and the transformation 177 00:06:38,018 --> 00:06:40,148 that you've helped them to achieve. 178 00:06:40,308 --> 00:06:42,268 Because here's the thing, people get 179 00:06:42,268 --> 00:06:45,198 so busy with their day to day that they 180 00:06:45,198 --> 00:06:47,888 sometimes forget how far they've come. 181 00:06:48,138 --> 00:06:49,378 The other thing that they 182 00:06:49,378 --> 00:06:51,818 do is we reset their norm. 183 00:06:51,818 --> 00:06:54,028 So where they're at six months 184 00:06:54,028 --> 00:06:55,418 later, three months later, four 185 00:06:55,418 --> 00:06:57,928 weeks becomes their new norm and 186 00:06:57,928 --> 00:07:00,683 they immediately start resetting 187 00:07:00,693 --> 00:07:02,213 that for their next period of growth. 188 00:07:02,233 --> 00:07:05,343 It's our job in the moment to take 189 00:07:05,343 --> 00:07:07,993 them back to where they started. 190 00:07:08,403 --> 00:07:10,523 This step reminds them of the 191 00:07:10,533 --> 00:07:12,713 value you've delivered and it 192 00:07:12,763 --> 00:07:14,763 builds the emotional connection 193 00:07:14,763 --> 00:07:16,493 needed for a solid referral. 194 00:07:16,493 --> 00:07:19,043 It reminds them how far they've come. 195 00:07:19,723 --> 00:07:21,883 It reminds them about the work that 196 00:07:21,893 --> 00:07:24,383 you've done and it reminds them and 197 00:07:24,383 --> 00:07:27,383 helps them acknowledge and take notice 198 00:07:27,483 --> 00:07:29,753 of the results that they've got. 199 00:07:30,173 --> 00:07:31,493 So for example, you might say, 200 00:07:31,493 --> 00:07:32,993 you know, remember, let's go 201 00:07:33,023 --> 00:07:34,533 back to when we first started. 202 00:07:34,543 --> 00:07:35,853 Do you remember how you 203 00:07:35,853 --> 00:07:37,043 were feeling back then? 204 00:07:37,313 --> 00:07:39,523 Do you remember what the challenge was? 205 00:07:39,813 --> 00:07:41,613 Do you remember when we first 206 00:07:41,623 --> 00:07:43,933 started talking what it was 207 00:07:43,943 --> 00:07:45,243 that you needed help with? 208 00:07:45,793 --> 00:07:48,073 When clients can see measurable 209 00:07:48,073 --> 00:07:49,753 results, when you can go and look at 210 00:07:49,753 --> 00:07:52,103 how far you've come, when they can 211 00:07:52,153 --> 00:07:53,843 see the measurable results, whether 212 00:07:53,843 --> 00:07:55,943 it's time saved, revenue gained, 213 00:07:55,943 --> 00:07:57,943 a shift in their team or reduce 214 00:07:57,953 --> 00:07:59,863 stress, whatever it may be, they 215 00:07:59,863 --> 00:08:02,323 become more invested in your process. 216 00:08:02,643 --> 00:08:05,583 So use specifics, quantify 217 00:08:05,723 --> 00:08:07,173 results whenever possible. 218 00:08:08,023 --> 00:08:09,213 And don't forget to sprinkle 219 00:08:09,213 --> 00:08:10,463 in a little bit of emotion. 220 00:08:10,773 --> 00:08:12,553 How does it feel now? 221 00:08:12,843 --> 00:08:16,303 How does it feel to have made that shift? 222 00:08:16,523 --> 00:08:18,353 How does it feel to have that 223 00:08:18,363 --> 00:08:19,753 weight lifted off your shoulders? 224 00:08:19,973 --> 00:08:21,693 How does it feel now for you 225 00:08:21,693 --> 00:08:22,883 to have got those results? 226 00:08:23,243 --> 00:08:25,643 Step number two is really important. 227 00:08:25,643 --> 00:08:27,353 It's important that you spend time there. 228 00:08:27,427 --> 00:08:29,412 I usually time step number two 229 00:08:29,782 --> 00:08:32,032 in about halfway through whatever 230 00:08:32,032 --> 00:08:33,602 the engagement with the client is. 231 00:08:34,722 --> 00:08:35,832 Now, step number three 232 00:08:36,102 --> 00:08:37,502 is about getting curious. 233 00:08:37,552 --> 00:08:38,832 This is when the golden 234 00:08:38,832 --> 00:08:39,882 question comes in. 235 00:08:40,292 --> 00:08:42,312 After confirming the results, you've 236 00:08:42,312 --> 00:08:44,272 got to ease into the conversation by 237 00:08:44,322 --> 00:08:46,082 asking, you know, given the success 238 00:08:46,082 --> 00:08:47,732 we've had together, do you know 239 00:08:47,752 --> 00:08:50,262 anyone else who might benefit from 240 00:08:50,632 --> 00:08:53,222 the same support, this transformation, 241 00:08:53,362 --> 00:08:54,762 getting these same results? 242 00:08:55,532 --> 00:08:58,942 Remember, this isn't just a question. 243 00:08:59,282 --> 00:09:00,582 What we're doing is actually. 244 00:09:01,187 --> 00:09:02,927 Sharing an invitation. 245 00:09:03,157 --> 00:09:05,767 This is an invitation to those 246 00:09:05,767 --> 00:09:08,917 raving fans to think about how 247 00:09:08,927 --> 00:09:11,689 they can, share what they have 248 00:09:11,689 --> 00:09:12,819 achieved with someone else. 249 00:09:13,534 --> 00:09:14,914 How you frame it matters. 250 00:09:15,344 --> 00:09:16,494 I want you to imagine this 251 00:09:16,494 --> 00:09:18,564 moment as sharing a great dinner 252 00:09:18,564 --> 00:09:19,904 recommendation with a friend. 253 00:09:20,124 --> 00:09:22,324 You're excited, it's conversational 254 00:09:22,324 --> 00:09:24,514 and authentic, not stiff or salesy. 255 00:09:24,534 --> 00:09:26,374 Think about this as wine and dine, 256 00:09:26,674 --> 00:09:29,094 not telemarketer at dinner time. 257 00:09:29,764 --> 00:09:32,264 Now I recently had a client who hesitated 258 00:09:32,264 --> 00:09:33,694 to ask for referrals because she 259 00:09:33,704 --> 00:09:35,624 thought it would come across as pushy. 260 00:09:36,024 --> 00:09:37,794 And so what we did is we practiced 261 00:09:37,794 --> 00:09:39,174 a more relaxed approach, like 262 00:09:39,184 --> 00:09:41,334 having a coffee chat and her first 263 00:09:41,374 --> 00:09:42,974 ask, oh, it made me so happy. 264 00:09:43,204 --> 00:09:45,564 Her first ask turned into not 265 00:09:45,564 --> 00:09:48,334 just one referral, but three warm 266 00:09:48,354 --> 00:09:50,024 introductions just because she 267 00:09:50,024 --> 00:09:52,044 kept it natural and conversational. 268 00:09:52,712 --> 00:09:53,992 Let's move on to step number four. 269 00:09:54,382 --> 00:09:56,042 Step number four is then about 270 00:09:56,132 --> 00:09:57,742 asking for the introduction. 271 00:09:57,762 --> 00:10:00,392 So step three is about getting curious. 272 00:10:00,392 --> 00:10:01,212 Do you know anyone? 273 00:10:01,882 --> 00:10:03,222 Step number four is then getting 274 00:10:03,222 --> 00:10:04,882 a little bit more specific, 275 00:10:05,292 --> 00:10:06,812 asking for the introduction. 276 00:10:06,812 --> 00:10:08,542 This is where the real magic happens. 277 00:10:09,152 --> 00:10:11,032 A passive referral of, you know, 278 00:10:11,032 --> 00:10:12,602 I'll tell them about you is 279 00:10:12,602 --> 00:10:15,202 nice, but I hate that word, nice. 280 00:10:15,592 --> 00:10:17,532 But an active recommendation 281 00:10:17,532 --> 00:10:18,852 is where the gold is. 282 00:10:19,222 --> 00:10:21,682 is because when someone actively 283 00:10:21,722 --> 00:10:24,272 introduces you, it eliminates the 284 00:10:24,312 --> 00:10:26,142 awkwardness of reaching out cold. 285 00:10:26,422 --> 00:10:27,832 So if someone goes, yeah, you know, 286 00:10:28,042 --> 00:10:29,532 you should reach out to Janine. 287 00:10:29,862 --> 00:10:32,042 , and that's where the conversation ends. 288 00:10:32,142 --> 00:10:33,402 It's, it's more cold. 289 00:10:33,402 --> 00:10:34,342 It's more awkward. 290 00:10:34,762 --> 00:10:35,312 But if. 291 00:10:35,677 --> 00:10:37,107 Someone, and this moves into the 292 00:10:37,107 --> 00:10:39,297 next step is someone actually says, 293 00:10:39,297 --> 00:10:41,327 let me introduce you to Janine. 294 00:10:41,557 --> 00:10:42,927 It's much more active. 295 00:10:42,927 --> 00:10:43,837 We get more results. 296 00:10:43,857 --> 00:10:45,117 It's like having your mutual 297 00:10:45,127 --> 00:10:46,607 friend host the party. 298 00:10:46,787 --> 00:10:48,567 So all you need to do is show up. 299 00:10:48,577 --> 00:10:51,197 So we want active introductions. 300 00:10:51,197 --> 00:10:52,657 We want to ask for introductions, 301 00:10:53,017 --> 00:10:54,567 which then leads me into. 302 00:10:54,767 --> 00:10:56,567 Immediately, step number five, 303 00:10:56,817 --> 00:10:59,217 where we want to take away the pain 304 00:10:59,437 --> 00:11:01,297 for the person making the referral 305 00:11:01,307 --> 00:11:02,837 want to make it easy for them. 306 00:11:03,367 --> 00:11:05,363 So let's be real you are not 307 00:11:05,443 --> 00:11:07,033 top of mind for your client. 308 00:11:07,703 --> 00:11:09,603 They are not thinking about you. 309 00:11:10,078 --> 00:11:11,238 They're not thinking and 310 00:11:11,238 --> 00:11:13,158 spending their days working out 311 00:11:13,158 --> 00:11:14,518 who they can introduce you to. 312 00:11:14,518 --> 00:11:16,038 They are thinking about their 313 00:11:16,038 --> 00:11:17,898 day, their responsibilities. 314 00:11:17,898 --> 00:11:19,368 Their day is filled with meetings, 315 00:11:19,368 --> 00:11:21,268 to do lists, maybe even juggling 316 00:11:21,558 --> 00:11:23,368 family and other responsibilities. 317 00:11:23,888 --> 00:11:27,568 So our job is to take away the 318 00:11:27,568 --> 00:11:29,728 pain, take away the heavy lifting 319 00:11:29,738 --> 00:11:32,438 and simplify the referral process 320 00:11:32,438 --> 00:11:34,498 for them, make it easy for them. 321 00:11:34,918 --> 00:11:36,758 So this is where I will write a short 322 00:11:36,758 --> 00:11:38,898 introduction email that I'll send 323 00:11:38,898 --> 00:11:41,588 to them to use to make the referral. 324 00:11:41,828 --> 00:11:44,498 I may even flick them my LinkedIn 325 00:11:44,528 --> 00:11:46,678 profile and a friendly summary so they 326 00:11:46,688 --> 00:11:49,008 literally can just forward that on. 327 00:11:49,268 --> 00:11:52,508 I might even , suggest a joint call 328 00:11:52,558 --> 00:11:54,898 or a meeting that they can facilitate 329 00:11:54,948 --> 00:11:58,798 over a coffee, lunch, breakfast, etc. 330 00:11:59,130 --> 00:12:00,220 I want you to think about this. 331 00:12:00,840 --> 00:12:02,640 It's a bit like pre slicing the cake. 332 00:12:02,950 --> 00:12:04,930 You know, everyone loves cake, but nobody 333 00:12:04,930 --> 00:12:07,140 wants the hassle of figuring out how to 334 00:12:07,150 --> 00:12:10,000 cut, where to cut, how big the size is. 335 00:12:10,120 --> 00:12:11,780 I don't want to look greedy, 336 00:12:11,790 --> 00:12:13,390 but you know, it just, we want 337 00:12:13,390 --> 00:12:14,820 to do is take out that hassle. 338 00:12:14,830 --> 00:12:16,129 So if we've pre sliced the cake, 339 00:12:16,129 --> 00:12:18,155 it's easy just to take a slice. 340 00:12:18,705 --> 00:12:19,995 And this is what we want to do for 341 00:12:20,265 --> 00:12:21,455 these people that are referring. 342 00:12:21,455 --> 00:12:22,945 We want to make it easy, we want 343 00:12:22,945 --> 00:12:24,195 to remove the pain, we want to 344 00:12:24,195 --> 00:12:26,445 make it effortless, because that 345 00:12:26,695 --> 00:12:28,425 will increase the likelihood that 346 00:12:28,425 --> 00:12:29,605 they'll actually follow through. 347 00:12:29,868 --> 00:12:31,895 Step number six is about 348 00:12:31,898 --> 00:12:33,918 following up respectfully. 349 00:12:34,418 --> 00:12:37,448 As I've said, Life gets busy. 350 00:12:37,838 --> 00:12:40,028 So even the most well meaning 351 00:12:40,028 --> 00:12:42,838 clients, even your raving fans, 352 00:12:42,998 --> 00:12:45,088 will forget to follow through. 353 00:12:45,428 --> 00:12:46,148 This is where you come in. 354 00:12:46,768 --> 00:12:48,508 Following up isn't about being pushy. 355 00:12:48,738 --> 00:12:50,208 It's about being helpful. 356 00:12:50,508 --> 00:12:52,638 Keep your tone light and friendly. 357 00:12:52,888 --> 00:12:53,928 You might go, you know, hey, 358 00:12:53,928 --> 00:12:54,968 just circling back on the 359 00:12:54,968 --> 00:12:56,338 introduction we chatted about. 360 00:12:56,338 --> 00:12:56,938 No rush. 361 00:12:57,253 --> 00:12:58,883 Just let me know if you need 362 00:12:58,893 --> 00:13:00,363 anything else or what I can 363 00:13:00,363 --> 00:13:01,943 do to make it easier for you. 364 00:13:02,483 --> 00:13:04,293 Always tie your follow up to 365 00:13:04,293 --> 00:13:06,263 the value that you're offering. 366 00:13:06,263 --> 00:13:07,193 Remember to do that. 367 00:13:07,463 --> 00:13:09,693 This isn't about you pestering them. 368 00:13:09,723 --> 00:13:12,683 It's about helping someone else 369 00:13:13,033 --> 00:13:14,663 benefit from your expertise. 370 00:13:14,733 --> 00:13:17,623 And as an aside, it helps 371 00:13:17,803 --> 00:13:19,093 that client look good too. 372 00:13:19,103 --> 00:13:21,173 It helps the referrer look good too. 373 00:13:21,903 --> 00:13:23,283 So step number six, step 374 00:13:23,283 --> 00:13:24,643 number seven, follow through. 375 00:13:24,953 --> 00:13:26,683 Nothing kills future referrals 376 00:13:26,693 --> 00:13:27,953 faster than an action on. 377 00:13:28,068 --> 00:13:28,868 your part. 378 00:13:29,168 --> 00:13:31,318 There is nothing I dislike more 379 00:13:31,528 --> 00:13:33,148 than making an introduction 380 00:13:33,378 --> 00:13:34,688 and then the person that I've 381 00:13:34,688 --> 00:13:37,018 referred in does nothing. 382 00:13:37,428 --> 00:13:39,398 Once someone makes the effort to 383 00:13:39,398 --> 00:13:41,888 introduce you, the ball is in your court. 384 00:13:41,898 --> 00:13:43,438 It is your responsibility. 385 00:13:43,448 --> 00:13:45,408 Make sure you respond promptly. 386 00:13:45,728 --> 00:13:47,278 Reach out to the referral and 387 00:13:47,278 --> 00:13:48,918 acknowledge the introduction. 388 00:13:49,208 --> 00:13:50,958 Let your client know how much you 389 00:13:50,958 --> 00:13:53,458 appreciate it and share whatever you do. 390 00:13:53,718 --> 00:13:54,578 Share any. 391 00:13:54,823 --> 00:13:57,253 Updates or outcomes from the connection. 392 00:13:57,783 --> 00:13:58,903 You know, I once referred a 393 00:13:58,903 --> 00:14:00,463 trusted vendor to a colleague 394 00:14:00,463 --> 00:14:02,283 and they never followed up. 395 00:14:02,693 --> 00:14:04,063 You can bet I'm never. 396 00:14:04,778 --> 00:14:06,098 Refer them again, they're 397 00:14:06,098 --> 00:14:07,328 certainly not top of mind. 398 00:14:07,328 --> 00:14:08,408 In fact, I found it 399 00:14:08,408 --> 00:14:10,368 quite inciting, inciting? 400 00:14:10,368 --> 00:14:11,798 I found it quite insulting. 401 00:14:12,328 --> 00:14:14,738 Your clients are putting their 402 00:14:14,788 --> 00:14:16,318 reputation on the line for 403 00:14:16,318 --> 00:14:18,858 you, so do not let them down. 404 00:14:19,028 --> 00:14:21,288 Make sure you take action. 405 00:14:22,108 --> 00:14:23,088 And then the final step. 406 00:14:23,499 --> 00:14:24,529 Say thank you. 407 00:14:24,855 --> 00:14:25,788 You know, gratitude 408 00:14:25,828 --> 00:14:27,238 is your secret weapon. 409 00:14:27,578 --> 00:14:29,428 A simple thank you can turn 410 00:14:29,458 --> 00:14:31,308 a one time referral into a 411 00:14:31,324 --> 00:14:33,633 steady stream of introductions. 412 00:14:34,063 --> 00:14:35,563 It's not just good manners, 413 00:14:35,793 --> 00:14:37,493 it's actually good for business. 414 00:14:37,943 --> 00:14:39,163 You know, send a handwritten note. 415 00:14:40,133 --> 00:14:41,873 In a world dominated by emails 416 00:14:41,873 --> 00:14:43,533 and texts, a handwritten card 417 00:14:43,533 --> 00:14:45,223 feels special and personal. 418 00:14:45,233 --> 00:14:47,413 You might offer a small, thoughtful 419 00:14:47,413 --> 00:14:49,493 gift, a coffee voucher or a favorite 420 00:14:49,493 --> 00:14:51,393 book or something relevant to 421 00:14:51,393 --> 00:14:53,133 your referee's interest can really 422 00:14:53,133 --> 00:14:54,983 make that lasting impression. 423 00:14:55,643 --> 00:14:57,303 Share a heartfelt email 424 00:14:57,573 --> 00:14:59,213 with a specific update. 425 00:14:59,223 --> 00:15:00,213 For example, you might go, Hey, 426 00:15:00,233 --> 00:15:01,393 thanks for your introduction. 427 00:15:01,703 --> 00:15:03,543 I've connected to Sarah and we're 428 00:15:03,543 --> 00:15:06,183 already working on an I can't thank you 429 00:15:06,183 --> 00:15:08,523 enough for helping make this happen. 430 00:15:08,523 --> 00:15:09,473 It means so much. 431 00:15:09,483 --> 00:15:10,663 If there's anything else I can 432 00:15:10,673 --> 00:15:12,673 do for you, please let me know. 433 00:15:13,303 --> 00:15:15,003 And I just want to reiterate 434 00:15:15,293 --> 00:15:16,583 this next level move. 435 00:15:17,703 --> 00:15:19,353 Keep, like I've just said there 436 00:15:19,353 --> 00:15:21,913 as an example, keep your referee 437 00:15:22,123 --> 00:15:23,953 updated on your progress. 438 00:15:23,953 --> 00:15:27,523 If you've reached out to the person and 439 00:15:27,523 --> 00:15:29,323 you haven't heard back, let them know. 440 00:15:30,258 --> 00:15:30,698 Let them know. 441 00:15:31,178 --> 00:15:32,318 You might go, Hey, Janine, 442 00:15:32,318 --> 00:15:33,578 I just wanted to update you. 443 00:15:33,578 --> 00:15:35,018 I've reached out to Sarah a couple 444 00:15:35,018 --> 00:15:36,818 of times, but I haven't heard back. 445 00:15:36,818 --> 00:15:37,698 I just thought you'd want 446 00:15:37,708 --> 00:15:38,688 to know because guess what? 447 00:15:39,498 --> 00:15:42,288 Your referee will likely step in and 448 00:15:42,298 --> 00:15:44,048 give things a little nudge for you. 449 00:15:44,318 --> 00:15:45,628 They've already vouched for you. 450 00:15:46,108 --> 00:15:47,478 They already believe in you. 451 00:15:47,728 --> 00:15:49,498 They already believe that you can help 452 00:15:49,498 --> 00:15:51,458 the person they've referred you to. 453 00:15:51,488 --> 00:15:53,168 And they'll want to ensure the 454 00:15:53,178 --> 00:15:54,728 introduction leads somewhere. 455 00:15:55,552 --> 00:15:56,432 Final thought here. 456 00:15:56,452 --> 00:15:58,432 Remember people love to help, 457 00:15:58,832 --> 00:16:00,142 but they also love to feel 458 00:16:00,142 --> 00:16:02,242 valued and kept in the loop. 459 00:16:02,252 --> 00:16:04,262 And by closing the loop with a sincere 460 00:16:04,262 --> 00:16:06,432 thank you and regular updates, you're 461 00:16:06,432 --> 00:16:08,802 not just showing appreciation, you're 462 00:16:08,802 --> 00:16:10,942 nurturing a relationship that could 463 00:16:10,952 --> 00:16:12,592 lead to more referrals down the line. 464 00:16:13,182 --> 00:16:14,622 When you combine gratitude with 465 00:16:14,622 --> 00:16:16,262 consistent follow through, you're 466 00:16:16,262 --> 00:16:18,602 planting seeds for a long term 467 00:16:18,602 --> 00:16:21,382 referral ecosystem that will keep your 468 00:16:21,412 --> 00:16:23,432 business growing for years to come. 469 00:16:23,731 --> 00:16:25,641 So there you have it, my eight 470 00:16:25,721 --> 00:16:28,811 step referral magic formula. 471 00:16:29,281 --> 00:16:31,291 If there's one thing I hope you can 472 00:16:31,291 --> 00:16:32,771 take away from today, it's this. 473 00:16:33,211 --> 00:16:35,391 Referrals don't just happen. 474 00:16:35,891 --> 00:16:36,831 They're earned. 475 00:16:37,076 --> 00:16:39,116 It's about you nurturing and 476 00:16:39,116 --> 00:16:41,166 they're fueled by intentionality. 477 00:16:41,706 --> 00:16:43,096 So let's quickly recap 478 00:16:43,156 --> 00:16:44,116 on the eight steps. 479 00:16:44,226 --> 00:16:46,836 Number one, identify your raving fans. 480 00:16:47,246 --> 00:16:50,178 Number two, celebrate with 481 00:16:50,198 --> 00:16:52,578 those raving fans their wins 482 00:16:52,798 --> 00:16:54,528 and confirm their results. 483 00:16:55,078 --> 00:16:58,968 Number three, help your raving fan, get 484 00:16:58,968 --> 00:17:03,018 curious about who else you could help. 485 00:17:03,098 --> 00:17:04,778 Get them to open the door for 486 00:17:04,778 --> 00:17:07,088 you for a referral conversation. 487 00:17:07,618 --> 00:17:10,488 Number five, ask for the introduction. 488 00:17:10,788 --> 00:17:13,438 Number six, remove the pain and make it 489 00:17:13,558 --> 00:17:15,758 easy for them to make their referral. 490 00:17:16,308 --> 00:17:19,378 Number seven, follow up respectfully 491 00:17:19,498 --> 00:17:21,108 to keep that momentum going. 492 00:17:21,648 --> 00:17:24,238 And, uh, Make sure you follow 493 00:17:24,238 --> 00:17:25,858 through every single time 494 00:17:25,898 --> 00:17:28,488 and finally say thank you. 495 00:17:29,078 --> 00:17:30,348 So here's my challenge for you. 496 00:17:30,758 --> 00:17:31,978 Pick one client, just one, 497 00:17:32,428 --> 00:17:33,828 who's been singing your praises. 498 00:17:34,038 --> 00:17:34,528 Go for it. 499 00:17:35,058 --> 00:17:35,918 I want you to implement 500 00:17:35,958 --> 00:17:36,968 these eight steps. 501 00:17:36,998 --> 00:17:38,458 It could be as simple as scheduling a 502 00:17:38,458 --> 00:17:40,348 quick call to celebrate their progress 503 00:17:40,368 --> 00:17:42,648 or drafting a friendly intro email. 504 00:17:42,898 --> 00:17:45,468 Small actions lead to big results. 505 00:17:45,898 --> 00:17:47,168 And the second thing I would do 506 00:17:47,228 --> 00:17:49,868 is put this referral magic process 507 00:17:50,308 --> 00:17:52,618 into your client management system. 508 00:17:52,658 --> 00:17:54,951 As I said, my referral magic 509 00:17:54,951 --> 00:17:57,381 process kicks off around halfway 510 00:17:57,381 --> 00:17:59,891 through a client engagement. 511 00:18:00,251 --> 00:18:02,131 Make it part of your process. 512 00:18:02,131 --> 00:18:03,401 We want to remove the fear. 513 00:18:03,811 --> 00:18:05,831 We want to make it easy, and we 514 00:18:05,831 --> 00:18:07,321 want to ensure that this becomes 515 00:18:07,321 --> 00:18:09,021 part of our ongoing process 516 00:18:09,021 --> 00:18:11,711 because referrals will keep your 517 00:18:11,721 --> 00:18:13,241 business going over the longterm. 518 00:18:14,471 --> 00:18:15,491 And here's a little favor 519 00:18:15,731 --> 00:18:17,661 I've got to ask from you. 520 00:18:18,101 --> 00:18:19,721 If you love this episode, I'd be 521 00:18:19,731 --> 00:18:21,911 so grateful if you can share it. 522 00:18:22,201 --> 00:18:25,051 If you can refer to this Unleashing 523 00:18:25,051 --> 00:18:26,661 Brilliance podcast with someone who 524 00:18:26,661 --> 00:18:28,361 you think might need a little bit 525 00:18:28,361 --> 00:18:30,121 of referral magic in their life. 526 00:18:30,121 --> 00:18:31,581 It could be a colleague, a friend, 527 00:18:31,971 --> 00:18:33,591 or even that one person who 528 00:18:33,651 --> 00:18:35,941 always, , meant to start asking 529 00:18:35,941 --> 00:18:37,551 for referrals but hasn't yet. 530 00:18:37,951 --> 00:18:39,521 Let's spread this brilliance together. 531 00:18:39,721 --> 00:18:41,451 And if you've got , any questions, 532 00:18:41,811 --> 00:18:44,221 Or any wins or just want to share how 533 00:18:44,241 --> 00:18:45,781 these strategies have worked for you. 534 00:18:45,821 --> 00:18:47,071 I'd love to hear from you. 535 00:18:47,371 --> 00:18:49,141 Send me a DM through any of 536 00:18:49,141 --> 00:18:51,821 the social platforms or even go 537 00:18:51,881 --> 00:18:54,011 old fashioned snail mail post. 538 00:18:54,041 --> 00:18:55,411 I'd love to hear whatever works. 539 00:18:55,661 --> 00:18:57,661 I'm here cheering you on every 540 00:18:57,661 --> 00:18:59,451 step of the way until next week. 541 00:18:59,461 --> 00:19:00,841 Keep showing up, keep 542 00:19:00,841 --> 00:19:01,551 delivering brilliance. 543 00:19:01,671 --> 00:19:03,684 And remember your next big 544 00:19:03,684 --> 00:19:05,821 client could already be working 545 00:19:05,951 --> 00:19:08,031 in and waiting in your network. 546 00:19:08,341 --> 00:19:10,221 All you have to do is unlock. 547 00:19:10,281 --> 00:19:12,611 Thanks for tuning in and 548 00:19:12,611 --> 00:19:13,621 I'll see you next week.