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Working by referral away from BNI Mike Lavios Realtor/Kruse Way Founder

Ask yourself: “Am I proactively working by referral outside of BNI?”

Then…

Think about 3 critical things we do here at our meetings:

1. We give a brief commercial in 45 seconds or less; often it is a summary of what we do.
2. We ask for referrals, sometimes very specific types.
3. We often show and tell each other HOW to refer others to us.

BUT, are you doing this OUTSIDE of BNI?? We all, to some degree should be!

The challenge to you:

• At the minimum, proactively seek referrals (including but not only repeat business) from ALL past and current clients that with whom you’d like to work again. They likely will refer people of similar character and quality as themselves.

Want to crank it up a level?

• Send them all some sort of tangible OR informational item of value quarterly or monthly, but be sure that somewhere in that item you are asking for referrals—even if it is in a gentle, subtle manner. And follow up this item within a week of sending it with a quick phone call.

Want to take it even higher?

• Every week or every other week at least have an informal meeting with a good or great current or former client, or with someone willing to meet with you who could be a good referral source. Buy them coffee or tea, or if you can afford it, buy them lunch.

Working by referral is a great way to do business—so go out and BE INTENTIONAL ABOUT IT!