Wednesday, August 20, 2008

You can learn a lot about referrals from the Boy Scouts.

Dear Friends

You may or may not know that I was a Boy Scout.
We learned lots of things. Some of the things we learned still apply today.

Now I wasn't the greatest Boy Scout but I had a bunch of merit badges. I went to Boy Scout camp and attended several jamborees.

What I remember most was "Got It!" I can still hear it today.

That's what we said to one another when were handing over a knife or small axe or a sharp object.

Got It! and then the person handing it over would let it go. You wouldn't release your grip on the knife or axe until you heard loud and clear..."Got It!"

That signaled it was in the firm grip of the person you were handing it to.

Obviously this resulted in fewer drops of a sharp or very pointed objects.


Referrals are the same. When you receive or send a referral opportunity to someone you should hear...Got It!

If I send you a referral it means you now have a firm grip on the referral and take the responsibility very seriously.

It also means YOU got it.

It doesn't mean you got it so you can give it to someone else because you are too busy or don't want that kind of a referral lead.

If you accept a referral then you should be the one who does the work, makes contact and serves the client.

How often have you sent a referral opportunity to someone then only to find out that they had someone else call them because they got too busy?

If you say "Got It" then you "Got It!" Or don't say "Got It!"

Maybe this silly little exercise from the Boy Scouts doesn't apply to you and maybe it does. The real tip today is simply when you say Got It to accepting a referral is that you have the sole responsibility to finish the work out.

If for some unforeseen reason you can't do it then call the sender of the referral back and tell them what's going on with your schedule and ask for permission to have someone else call the client.

Give the referral source the opportunity, and respect, to refer someone else they may know, or at least talk to the new person to make sure you are comfortable with them and then you can personally update the new salesperson on both your relationship and the transactional needs of the client.

When you say "Got It" mean it, literally and figuratively.

Referrals are all about relationships and responsibility

Thanks for spending 3 minutes with me.....
The best is yet to be!
On Your Team.
Jeffrey Stanton
Your Trusted Advisor For Life

One of the fastest ways to build a successful referral based business is by training. Now, with me, I like to invest significant time immersing myself in training, while some people prefer to take it in bite-size chunks. Whatever your preference is, now is the best time to contact me.

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