Who Are YOU An Advocate For In 2007?

Here's an idea to kick off your Referral Business in 2007...with a twist.

We teach people how to treat us by our own behavior.

That's right! We teach people by our actions and words how we want to be treated.

So, here's how you can make this simple rule of interpersonal behavior work in building your referral business.

It is a great start to a new and exciting year ahead.

First you have to know the difference between a:

• CUSTOMER
• CLIENT
• ADVOCATE
• RAVING FAN

This will help.

A customer buys, once.

A client buys and returns.

An advocate need not be a customer or client but will speak publicly to others and refer you to their friends, family, neighbors and co-workers 2 to 4 times a year.

Then there's the Raving Fan. This individual need not be a customer or client, but often is, and will not only refer you 5or more times a year, they will make sure the person they referred makes contact with you.

Raving fans are the people who are compelled to tell others about you and make the referral go through.

Getting back to our question. Who are you and advocate for in 2007?

This is an exercise that you can do once in the beginning of the year and will have lasting results.

Follow these 4 simple steps:

1. Consider who you are an advocate for
2. Call them in January
3. Compliment their service and acknowledge your relationship.
4. Commit to referring THEM business in 2007

Here's how it works.

Consider and identify 25 people whose business you are an advocate for.

What's an advocate you ask? When you find yourself saying something like this. "If you need an electrician, call Steve Smith, here's his number, and tell him that I referred you." That is an advocate.

We advocate for people all the time.

Consider 25 people you are an advocate for, call them and say something like this. "Steve, I just wanted to thank you for always being available and doing a great job for us on our rental properties last year. Everyone I refer you to tells me the same thing. I just wanted to let you know that you can count on my business and on me to refer you at least 4 new customers before the end of the year. I don't know how many advocates you have, but you certainly have one in me. Thanks for the great service."

You get the idea.

It's important to understand the value in this exercise. But don't take my word for it. Find out for yourself.

You are teaching people how to treat you, by treating them the way you want to be treated.

Better said, you are leading by example.

Want better service? Act like a better customer.

Remember, an advocate is someone you know, like, refer, and trust.
For example:

• doctors
• lawyers
• roofer
• plumber
• accountant
• home inspector
• handyman
• insurance agent
• financial planner
• banker
• mechanic
• marine mechanic
• computer repairman
• painter
• lender
• Realtor
• etc.

We refer because of how we feel we were treated and the likelihood those we refer will be treated the same way.

By this exercise we also come to know how difficult it is to refer others because we have so much to do in our lives, that thinking about others is often put aside. We can renew our respect for those who take the time and refer us as Advocates and Raving fans.

If we can learn this, lesson learned!

Thanks for spending 3 minutes with me.....
The best is yet to be!

Jeff

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