Blog
A Tale Of Two Referrals
Recently I was on two different sides of two completely different referral situations. Let's start with Emily. For the past three months I’ve watched Emily develop a new business with her years of General Manager experience in the vacation rental industry. She’s...
How I Sold Two Companies Through Networking
YUP! That really happened. It’s not just some sensational headline! This really happened. As they say, “People do business with who they know, like & trust”! People also connect people that they know like and trust. I’ve mentioned before that in 2018 I sold my...
No Show – No Trust
In 1991 I was sitting at the bench in the center of a mall in northern virginia. I was waiting for Jenny, that stunning and very pretty girl I knew from the bowling alley, to finish her shift at the retail store just across from the way. I was also waiting for John to...
Five Month Response Time: Are You Kidding?
At what point is too long for a response time? One thing that matters greatly in getting referrals is our ability to reply and respond to inquiries, especially referrals from partners that put our name forward to others. Which brings me to my latest rant! Back in...
Referral Roadmap for Financial Advisors and Other Service Businesses
For quite some time now I’ve talked a lot about mailing handwritten cards to contacts, prospects, and clients. In fact, when I speak on stages across the country, one of the things I mentioned is the importance of going “From The Inbox To The Mailbox”. It’s a powerful...
Just One Question That Produces Referrals
What’s the one question that will lead to a referral for you? Sit back, and take a moment. Think about the one thing you tell all your clients that is the reason other clients hire you. Let me explain. Back in 2012, I had been running my digital marketing agency for...
The Impact Of Not Showing Up
Have you ever had a hunch? You know, that feeling in your gut that something just isn’t right? Sometimes that happens with me when I make appointments with people. Let me explain. Recently I was exchanging emails with someone and we agreed to a meeting for 11am on a...
If You Delay You Lose Out
Scarcity is a R.E.A.L. Thing! For sure! Rewind just 5 days. I was working with a small group of people to create a networking group in Massachusetts. This is a single seat group where only one person from each profession can be a member. I’ll change the names here to...
When personal isn’t personal
I’m a huge fan of including personal messages in as much as you can when it comes to business relationships. That’s where a message today fell really short. Let me explain. I’m on someone’s email list where sometimes I get good and relevant messages that pertain to...
The Perfect Formula For A Check In Response
I recently reached out to a contact (Eric D.) to check in on a previous video chat we had done in January of this year. During that video chat we talked about a lot of things, but it was really just about how he could get going in the world of public speaking....