Referrals

My favorite method in the world for building the business is through referrals. I do this almost every day. Referrals are very easy to get if you know how to ask for them. And they are the easiest in the world to work, for reasons I'll explain in a minute.


How to Get Referrals

Asking for referrals will become a habit for you. You'll find yourself asking for them at two times during your contact with people.

1. Before they know anything about your products and/or business.
2. After they've learned everything about your products and/or business.

You can approach someone who has never heard of the business by using the referral approach.

"Mark, I've started a new business. I'm opening up this area for a very respectable company. We're looking for some sharp people who want to make some money. There's residual income involved, too.

Could you recommend some people who might want to help me out on a part-time or full-time basis?"


Now Mark is going to say one of three things:

1. "No," in which case you thank him and move on.
2. "Yes," in which case you take names, numbers and notes about the peoples' backgrounds.
3. "What about me?" in which case you smile and introduce him to your products and business.

Can you see the power in asking for a referral that way?

You don't have to use the script I just gave. Use your own words.
Someone else might say, "I've started a new business that is making people in other states some pretty good money.

Do you know of anyone who would want to help me build this business?"

The other method for getting referrals is after someone has been over the entire system with you and says something like, "It's a good program, I just don't have the time."

I'll usually respond by saying, "Kate, let me go to work for you. Why don't you get started with our company, and give me the names of ten people who you would call if you had the time. I can't promise you they'll get involved, but if they do, I'll put them in your business group and help them with the business." You potentially just got ten more names from someone who wasn't interested. I do this all the time.


Why Referrals Work

Referrals are the most powerful method of recruiting because of the psychological edge you get.
When you talk to someone you know they trust you, and they also know you enough to not be polite all the time. Sometimes the people we know best take us for granted. They know our bad side as well as our good side.

When you call someone as a referral, they trust the person who referred them and that brings instant respect for you. And since they don't know your bad side, and they want to be polite, they'll listen to you more attentively.

The secret! Here's an important part of the referral process. When you call someone from a referral, give them a genuine compliment that you received from the referring person. People love to know that other people are talking about them in a positive way. This builds massive rapport, very quickly. Make sure the compliment is genuine and you'll be on your way.
For example, "Jim, I got your name from Craig Ellis. He said you were one of the most successful insurance reps in this area and that you handled your business with integrity. I'm calling about a new business we are starting.

Do you keep your options open?"

Referrals are a lot of fun. You get to meet people you never would have met before, and because you are talking to the top of their list, you get to meet exciting successful people. Always use referrals. Teach referrals, too.

You and your group will never run out of names.