Category Archives: Referrals

So…What IS a Referral?

My favorite reference to a referral is when a residential real estate agent says, “A good referral for me is the mailing address of houses with a For Sale by Owner (FSBO) sign in the front yard.” Realtors, especially new or those struggling, must find themselves knocking on a lot of doors. Anyway, here’s my take!

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Five Things You Can Do to Produce Sales Activity NOW

As a financial advisor, broker, rep, associate, planner, or other type of sales producer, it’s important to keep activity, well, active! Other than making a billion cold calls, here are five things you can do right now from the comfort of your office or car to produce sales. And I mean right now!

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How to Get the Most from Networking Groups

Do you need to become part of a group, chapter, club, organization, association, cell, community, or tribe to be successful at networking? Of course not, but it helps. A lot! Networking is simply meeting or contacting someone in an effort to get connected to those that can help you reach a goal. That goal could […]

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How to Talk to People

Red Lobster. Ground Round. Houlihan’s. Bennigan’s. Cheesecake Factory. Legal Seafoods. I’ve worked for them all at one time or another. But that was a lifetime ago. Although I would never work in the hospitality industry again, I’m reminded of many of my experiences whenever I dine out. All those flashbacks of my open to close […]

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How to Launch a Networking Group

If you’re a financial advisor, insurance agent, planner, broker, business owner, or service provider, it may make perfect sense to start a networking group. Then again, it may not! It’s a lot of work, man! The process begins with a bunch of meetings with like-minded professionals that you hopefully like and respect. (If this isn’t […]

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5 Reasons You Don’t Get More Referrals

Of course, I don’t know for sure if these explanations apply to you. I mean, I’m not there! Really, how would I even know? I’m not looking over your shoulder when you’re on the phone. Or attending events. Or speaking with clients, centers of influence, and other colleagues. Or when you’re not! But I’ll tell […]

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8 “Knock Out” Branding Ideas

It’s Thursday morning and I’m in my seventh airport this week. Only two more to go! Airports, that is. This either means I’m traveling too much or I need a new travel agent. Anyway, as I sip my coffee and look around the gate, I suddenly realize I’m relaxed. (Something I’m not used to.) I’m […]

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Hitting the Canvas

Canvassing (as opposed to hitting the canvas) is an approach where financial advisors, reps, agents, brokers, and other sales producers “drop in” on small businesses to meet and greet the owners and other “decision makers”. Why? To promote and ultimately sell their services – not to mention to discuss the value of their work. Good […]

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