O.K., I’ve determined that
there are 5 KEY ELEMENTS to getting all
the referrals you can handle.
Here they are…
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ELEMENT # 1 – Create a large network
that knows you and knows what you do.
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All things being equal, the person with
the largest rolodex will ALWAYS get more
referrals. But unless people know what
you do, they can’t refer you.
Who KNOWS YOU??
ACTION STEP: Work on meeting two new
person a day and putting them into your
follow up stay-in-touch system.
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ELEMENT # 2 – Consistently Follow up…
letting your client’s know you care and are
there to help.
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Relationships take time to build. are nothing more than a
continual stream of positive
interactions with another person.
That’s exactly what follow up is…building continual
streams of positive interactions with another person!
How’s your “follow-up” game?
If you’re not following up, how can you
build a relationship with a person.
ACTION STEP: Create a system for
following up with people on a consistent
basis.
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ELEMENT # 3 – Cost effectively run a
long-term follow up relationship-
building campaign.
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By its very nature, relationships are
long term. Forget about building a professional
relationship overnight!
Somtimes trusting relationships take
months and years to create.
That means that you have to create a
follow up system that is COST EFFECTIVE and
E-Z to implement.
ACTION STEP: Create a follow up system
that uses low cost methods such as
email, greeting cards, postcards, video
email etc…
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ELEMENT # 4 – Automate your follow-up /
relationship building efforts.
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Use automation in your follow up. The
biggest reason that most follow up
systems don’t work is because us “humans”
try to do the work ourselves.
Humans make terrible follow up’ers.
Machines are excellent follow up’ers.
ACTION STEP: When creating your follow
up system, leverage the use of automated
tools while preserving the need for
intimacy and personalization.
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ELEMENT # 5 – Separate yourself from
competitors and competing marketing
messages.
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This is perhaps the most important of
all the elements. People do business
with people that they (1) know, (2)
like, (3) trust and (4) REMEMBER!
People gotta remember you to refer you.
You need to set yourself apart from
everyone else.
One way to do it is to be so
radically unique that you stick in
people’s minds.
ACTION STEP: Use personal branding and
follow ups that make people remember
you. BE DIFFERENT!
DO YOU!!
Stay Amazing,
K.L. Horne
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Resources for Building HUGE Networks:
