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Welcome to "More
Profit & More Time"
In this
issue:
5 Steps To Quadruple Your Referral
Introductions, Testimonials & Sales Without Making One
Cold Call
Welcome To New Readers From The Following
Great Companies: – Your Passwords Are
Here
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Century 21 - In Town Realty
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Freedom 55 Financial –
Surrey
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Re/Max Crest Westside
Are You Committed To Growing Your
Business in 2006? Special Program Announcement To Follow In
Two Weeks!
Tell Your
Friends
"28 Steps To Your Best Quarter Ever" – Part
3
Cheers to you
meeting and exceeding your goals for Your Best Quarter Ever
and beyond.
I would love to
hear your feedback, let me know what you
think.
Simon Reilly
sreilly@leadingadvisor.com
5
Steps To Quadruple Your Referral Introductions,
Testimonials & Sales Without Making One
Cold Call
When I ask my top clients if they ask
for referrals the answer is often “no” for one of two
reasons:
- One reason
is that they don’t have to ask for referrals because they
educate their clients that giving and receiving referrals is
part of the process of doing business with them
- One reason
is they don’t ask for referrals and they don’t know why they
don’t ask
Answer: They are too busy
selling, trying to get to the next sale to form outstanding
client relationships to quadruple referral introductions,
testimonials and sales.
Step 1 –
Outstanding Client Relationships
Outstanding Client Relationship
means; You enjoy doing business with the client and the
client enjoys doing business with you.
In order to quadruple your referral
introductions, testimonials and sales without making one cold
call you must make a list of clients that you “have or had” an
outstanding client relationship with. “Have” means that
you currently have an outstanding client relationship with and
“Had” means that you have just lost touch with the outstanding
client relationship – for whatever reason.
Make a list of all of your “A” clients
and rate each one based upon the following
criteria:
- You enjoy
doing business with the client and the client enjoys doing
business with you
- You
provide excellent customer service to the client
- You look
forward to meeting with and doing business with the
client
- The client
trusts you and you are looking after all or a substantial
amount of the client’s business
- The client
has a significant business and/or family network
- The client
fits within two to three marketing niches that you have
chosen to work with
Note that the above list does not
include how profitable the client is or the client’s net
worth.
The reason that profit and net worth
are not included is that these are not going to matter in
relationship to Referral Introductions, Testimonials and Sales
if you don’t have an outstanding relationship with the
client.
If you are having difficulty making a
list of clients that you have an outstanding relationship
with, you are likely behaving too much like a salesperson and
not behaving like an advisor. The salesperson’s behavior
is too impatient to develop deep customer relationships and
the sales person is too busy selling to develop deep customer
relationships.
Outstanding relationships take time to
develop.
The first step towards this is you
must have an outstanding relationship with yourself.
This means that you know your values, you have identified and
met your unmet needs and you have a vision, purpose and
mission.
The second step is you must take the
time to relate to your clients when you are communicating with
them.
To help you to discover what may be
preventing you from building outstanding relationships, please
see the following points from “Being” An Advisor:
#5
The Advisor
–
Leads with a profit generating product.
The Sales Person
–
Sells too many products.
#6
The Advisor
–
Loves to talk with their clients about what their client
wants to talk about. The client wants to know what
you
are going to do for them not so much about the
product.
The Sales Person
–
Loves to talk about their favorite subject, themselves
and
their “flavor of the month” product.
#7
The Advisor
–
Seeks to
serve.
The Sales Person
– Uses sales
techniques.
#8
The Advisor
–
Takes a genuine
interest.
The Sales Person
– Builds rapport.
#9
The Advisor
–
Is elegant and
professional.
The Sales Person
– Tries to sell during the
appointment.
#10
The Advisor
–
Emphasizes deep
client communication because
of
their emotional intelligence.
The Sales Person
– Insensitive and avoids deep client
communication
because they are under pressure.
#11
The Advisor
–
Makes clients feel at
ease and develops trust
because
the clients feel the advisor is at peace with who they
are,
that the advisor has adequate funds to be in
business.
and the advisor has ample time to be with the client.
The Sales Person
– Makes clients
feel nervous because they sense a lack
of
energy, money and time.
#12
The Advisor
–
Looks after people
who have money.
The Sales Person
– Tries to look after people’s
money.
#13
The Advisor
–
Believes every client
transaction must be profitable.
The Sales Person
– Does a lot of
favors.
#14
The Advisor
– Feels fulfilled from
the inside through the work that
they
do for clients.
The Sales Person
– Does not feel acknowledged by the work
that they do
for
clients.
#15
The Advisor
–
Educates clients that
providing referrals is a part of
their
business process.
The Sales Person
– Is afraid to
ask for referrals because of fear of
rejection
or they are afraid they will be questioned – “how can
I
give you a referral when you are not doing a
good
enough job”?
For the complete
article on, "Being" An Advisor, CLICK HERE
Step 2 – Identify If You
Are Complete With Your “A” Clients That You Have or Had An
Outstanding Relationship With
Beside each name on your list of “A”
clients that you have an outstanding relationship with write
down either, “Complete or Incomplete”.
Complete means:
You can instantly pickup up the phone
to communicate with your outstanding client relationship no
matter how much time has passed by. If this is the case
read on to Step 5.
Incomplete means:
Just that. There is something
that you are incomplete about that is preventing you from
instantly picking up the phone to communicate with your
outstanding client relationship no matter how much time has
passed by.
To gain a deeper understanding of
“incomplete” let’s take a look at its
meaning;
- Not
complete or total; not completed; "an incomplete account of
his life"; "political consequences of incomplete military
success"; "an incomplete forward pass"
- Not yet
finished; "his thesis is still incomplete"; "an uncompleted
play"
- The grade
assigned only if a student is temporarily unable to complete
course requirements because of unusual circumstances.
- A grade in
a course for work that has not been
completed.
Step 3 – By
Understanding Incompletions & Related Emotions, You Will
Start To Clear The Path To Quadruple Your Referral
Introductions, Testimonials & Sales
As you look at the above definitions
of incomplete, and consider your past
incompletions….
Do these bring up any emotions in
you?
How about the emotions
of:
So as you look at the above
definitions of incomplete, and consider your past
incompletions with your clients…
Do these bring up any beliefs and
emotions in you?
- Anger at
yourself for not staying in touch?
- Fear that
the client will be angry with you and just simply reject
you?
- Guilt that
you could have done a better job?
- Shame for
not following through?
Let’s go back to; “instantly
pickup up the phone to communicate with your outstanding
client relationship no matter how much time has passed
by”.
What is stopping
you?
Two things.
Anger, fear, guilt and shame are
one.
The second is you likely don’t know
what to say, which I’ll cover in one of the forthcoming
steps.
Step 4 – Get Rid Of The
Anger, Fear, Guilt and Shame
Getting rid of or clearing emotions is
a very simple process. It is not a silver bullet
either. It must be done a number of times to really take
affect and it is well worth it.
All it takes is a little time and the
awareness that you are in charge of your emotions and that
they are not in charge of you.
There is a saying; “Forgiveness
clears limiting beliefs and emotions”.
All you have to do is repeat the
following forgiveness process;
- Forgive me
for feeling angry at myself for not staying in touch.
- Forgive me
for feeling afraid that my client will be angry with me and
just simply reject me.
- Forgive me
for feeling guilty that I could have done a better
job.
- Forgive me
for feeling ashamed for not following through.
There is a saying; “Forgiveness
reminds you of positive beliefs”.
Your next step is to repeat the
following;
- Forgive me
for forgetting that my clients will be very happy to hear
from me
- Forgive me
for forgetting that my clients receive / received
outstanding value though working with me and my
company
- Forgive me
for forgetting that my clients will be happy to help their
friends, associates and me to grow my business
To multiply the affect of this process
by ten fold, I suggest writing the entire process
out.
Step 5 – Make The Calls
– Here Is The Script For Referral Introductions, Testimonials
& Sales!
- How are
you? How is (business, car, family, health, hobbies,
home or travel)?
- Is there
anything that I can do to improve my service to you?
If advised that
service is required, record information, thank client that it
will be done and that you will follow up in 1 week and confirm
that progress is being made.
- I am
looking for ways to improve my service to best serve my
clients …
- To find
ways to design my business around people like you, I would
really like your help and input.
- What do
you like best about the work that we do together?
Be ready!
Write down the answers the question.
- What could
I do to improve the way I work with you?
Be ready!
Write down the answers the question.
- Is there
one thing that I do for you that you didn’t expect?
Be ready! Write down the
answers the
question.
- ______________, thank you very much
for kind words. I would like to send you a copy of you
comments you’re your edit and approval … I’ll get them out
to you and follow up in a few days.
- Who do you
know that would appreciate the same kind of service that you
could introduce me to?
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Are You
Committed To Growing Your Business in 2006?
Special Program Announcement To Follow In Two Weeks!
I’m finalizing my client list for 2006
and I am going to be offering a Special Program to a limited
amount of clients in two weeks time.
I’m looking for a few advisors that
are committed to growing their business to the next level in
2006.
If you have already made a decision
that you are going to work with an outside professional to
help you to make the sustainable behavioral changes that you
need to make to go to the next level in 2006 now is the
time.
You are neither “kind of interested
nor thinking of giving it a shot”.
You are ready and committed to go
forward.’
You are a success, you have taken some
of the best programs, read some of the best books, you know
what your goals are, you have a plan, you are reasonably
organized, you have a time management system and you make your
plans in advance of the week and you probably know what to do
and you are still not doing what it takes to get to the next
level.
Something is still
missing.
You want to get to the bottom of what
is stopping you.
You are looking for a system that you
can model to;
- Work
within a framework for the following to occur
- Create a
vision and a plan for the business and the self that you
want to become
- Improve
your business by 2 – 4 fold
- See and
fix the blind spots
- Provide
direction, measures and structure
- Assist in
execution
- Confirm
you are on the right rack
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accountable
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consequences
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responsible
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yourself
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fundamental core issues of why you do what you do
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what ever it is that blocking your path to success
- Help you
maintain the behavioral change that it will take you to
insure the success that you want to achieve
As I mentioned, I am going to be
offering a Special Program to a limited amount of clients in
two weeks time.
If you are prepared to challenge
yourself to creating significant results in 2006 and you want
to take action now, please fill in the following response
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28 Steps To
Your Best Quarter Ever – Part 3
In the last two
issues, you received the following "11 Steps To Your Best
Quarter Ever", and to access them you can go to the following
links:
-
Theme & Intention
-
Vision
-
Values
-
Goals
-
Projects & Actions
-
Measures
-
Time Blocking
-
Are You Really Interested?
Steps 1 - 8:
http://www.leadingadvisor.com/newsletter/sept01-05mpnewsletter.html
This issue includes
the next 3 Steps;
-
Who Is YOU?
-
Is Your Personal Technology Out Of
Date?
-
Are YOU Awake?
Steps 9 - 11:
http://www.leadingadvisor.com/newsletter/sept15-05mpnewsletter.html
T his issue includes
the next 3 steps:
- What Are
You Doing To Put Yourself To Sleep?
- Are You
Asleep In A Triangle of Needs, Limiting Beliefs and Limiting
Emotions?
- Are You
Present?
1.
What Are You Doing To
Put Yourself To Sleep?
In primal times, the ego had a huge
role to play in your survival when under the attack of a
marauding tribe, a viscous animal or when on the hunt for
survival.
Again, it served a purpose and it was
there to insure you and it’s existence.
And keep in mind, that the “unhealthy”
ego mind is primal and self absorbed by it’s
needs.
And we all have needs and they are
essential to be met and complete from the inside out to enable
you to have a fulfilled life based upon your vision, values
and goals.
Vision, values and goals are like
turtles, they only truly appear when the space is
available. That space will be dominated and eliminated
if the unmet needs of your “unhealthy” ego are not met.
Over time, the true self is endangered into becoming the
“unhealthy” ego mind. The true self is continually
being hypnotized by the hallucination that the “unhealthy” ego
mind is still under the attack of a marauding tribe, a viscous
animal or on the hunt for survival.
Many of people in their formative
years got their needs met in their family of origin and even
more did not. For the many that did not get their needs
met, it was virtually impossible because it is impossible for
a parent to provide a child with something that they never had
in their family of origin, and the epidemic of unmet needs
gets passed on from one generation to the
next.
Someone came up with a quote,
“There is a door number one marked, “Freedom” and door number
two marked, “Security”. If you choose door number two,
you will lose then both”.
Let me take it a step
further.
Door number one is marked -
Fulfillment.
Door number two is marked - Approval,
Control, Perfection, Power, Recognition, Safety &
Worthiness
By the way, the definition of
Fulfillment is;
fulfillment - a deep,
soul-orientated feeling that one experiences when they are
expressing their values, as in being
themselves.
If you choose door number two you lose
them all.
If you choose door number two then you
will be asleep and hypnotized in the “unhealthy” ego mind’s
pursuit for;
- Evidence
that it has Approval, Control, Perfection, Power,
Recognition, Safety & Worthiness
- Justification for its own
existence
Unless you know that you are asleep
then you cannot wake up.
Your “unhealthy” ego has a new
obsessive survival based thought every 7
seconds.
Are you
awake?
How much of your energy is
consumed with gaining outside evidence of: Approval, Control,
Perfection, Power, Recognition, Safety &
Worthiness?
In what ways is your
“unhealthy” ego mind like a marauding tribe, a viscous animal
or on the hunt for survival? What are the ways that this
is having an effect on your business and personal
life?
Note. The unmet needs of
Approval, Control, Perfection, Power, Recognition, Safety
& Worthiness cannot be met outside of the self by a
person, place, position or a possession.
David Duchovny from the “X- Files” was
wrong. The answer is not out there, and it is not inside
of your “unhealthy” ego mind.
2.
Are You Asleep In A
Triangle of Needs, Limiting Beliefs and Limiting
Emotions?
Image a triangle with needs at one
point, limiting beliefs at another point and limiting emotions
at the third point.
When you realize that your needs must
be met from within you and you start to act on this then the
entire triangle collapses.
This is why traditional personal
development does not work. Advice is given to change
your limiting beliefs to a positive. What is the point
when the fuel for the limiting beliefs are the unresolved
unmet needs and limiting emotions? The only beliefs that
are getting met is “the personal development salesperson is
getting richer” and their need “for your money is getting
satisfied”. If that sounds like a jab it was. If
you were shown a system to get your needs identified and met
and you were shown how to clear your limiting beliefs and
emotions then you would not have to keep going back to their
program.
When needs get met, limiting beliefs
will go away, limiting emotions will go away and history will
stop repeating itself.
Here is an example of how needs are
the support for limiting beliefs and limiting emotions.
If you need approval then you likely believe; Nothing
you seem to do seems to be good enough for the approval of
others. And this makes you feel; angry, ashamed,
hopeless, sad and worthless.
When will history stop repeating
itself?
John Kehoe said it best; “Thoughts Are
Real Forces”.
What ever you believe you make
real.
Your “unhealthy” ego mind continues to
attract people that appear to be takers rather than
givers.
Remember Gollum from The Lord Of The
Rings?
The question is …
Is it YOU that believes
your beliefs or your “unhealthy” ego
mind?
What are the unmet needs,
limiting beliefs and limiting emotions of your “unhealthy” ego
mind that are holding you
back?
Is Approval holding you
back from calling your best clients and asking them;
- How can I improve my
service?
- Who else do you know that would
appreciate the same kind of service that I have provided you
with?
Is your “unhealthy” ego
mind afraid of what your clients might
say?
What is your “unhealthy”
ego mind feeling guilty about?
What is preventing your
“unhealthy” ego mind from allowing you to call your
clients?
3.
Are You
Present?
Go ahead, pick up the phone and call
your best clients right now and ask them the
questions.
- How can I improve my
service?
- Who else do you know that would
appreciate the same kind of service that I have provided you
with?
Are you present or does
your “unhealthy” ego mind have you thinking about the
“Me”?
What is in it for “Me”? What
will they think of “Me”? Will my clients approve of
“Me”? Will my clients tell “Me” that I am doing a bad
job?
And let’s not forget the “unhealthy”
ego mind’s need for Safety.
Will my client’s displeasure in “Me”
make “Me” feel unsafe?
And so on …
When you are present, you are
present. When the “unhealthy” ego mind is thing about
“Me” you are present no
more. | 