Roadmap to Referrals

Second quarter is starting... and now is the time to put a referral plan in place to take care of your referral sources.  In this episode I break down the who, what, when, why and how of referrals so you can get started the right way! All resources mentioned in this episode can be found on the show notes page at www.staceybrownrandall.com/146 . 

So in the last episode (#144), I went on a rant talking about how we should be caring for our referral sources, not testing them. If you missed it, well, I encourage you to go listen to it.  Because this week's episode is a discussion with my buddy Jordan Ostroff based on the previous episode.  Let's just say it all started with a LinkedIn post by Jordan about referrals in which someone (who will...

Even today - in 2021 - there is something very wrong with how referrals are discussed, handled and taught.  There is a dangerous mindset out there that is doing damage to what I call the "collective referral mindset."  The collective referral mindset is how we - collectively - think about referrals.  The mindset has been dominated by one thought for decades.  You guessed it, the asking for referra...

I felt it was time to re-visit the fundamental philosophy of how referrals without asking works.  Specifically because what's on deck in two upcoming episodes. Meaning I want to make sure you're crystal clear on the referrals without asking philosophy, how we define referrals, who's in the cast of characters and what a referral is really all about. This foundation will help you understand why I th...

When developing a referral strategy there is one important skill you need to learn and have in place. It has to do with the 2nd layer of the referral strategy. ..it's the the ability to know how to turn clients and contacts into referral sources.  On today's episode I invited fellow Growth By Referrals student Jackie Ho, an architect, to share her journey on learning and executing on the strategy...

In a previous episode I broke down the first layer of your referral strategy... how to receive more referrals from your existing referral sources.  In this episode, we look at layer 2... how to turn clients and contacts into referrals sources.  Most of us will need to know how to turn the people we wish would refer us into actual referral sources.  We call this layer - layer #2 - the potential ref...

It's the number one question I've been receiving since the new year started... "How did referrals fare in 2020?"  I looked over the data of how my clients in the Growth By Referrals program did to gather a few significant and key points.  We looked at industry, how long they had been cultivating referral from their referral sources and if they continued with their 2020 touch point plan regardless...

Sometimes the best way to learn and then apply what I teach about generating referrals without asking is through understanding how it worked for another business owner.  As I teach you the first layer of your referral strategy, hear from David Ferguson, a financial planner, on what he learned and experienced as he put the first layer of his referral strategy in place.  He shares the lightbulb mome...

Last three episodes we've been digging into referral sources. Understanding who they are, the relationship you have with them, if they are active or not active. In this episode, #138, I'll show you why knowing who your referral sources are is so important.  In a previous episode I introduced the concept of looking at your referral strategy from a layering approach. The first layer of that strategy...

By now I hope when I ask who is the most important person in your referral strategy or process, I hope without hesitation you say... the referral source.  We've been on a roll through the last few episodes digging in to these very important humans.  And with this episode we go one step further to determine who might refer us this year.  All resources mentioned in this episode can be found on the s...

I've done a "calculate your referral explosion" episode before.  But this year is different... we're looking at a few more factors to help you decide the number of referrals you might receive this year versus what you should be receiving.  Whether you do 'back of the envelope' type math or download our referral explosion worksheet so you can easily follow along... you need to go through this formu...

If I asked you which number matters most if you want to receive more referrals this year, do you know what it is? Would you say the number of referrals received in 2020? Or the total number of referrals you've ever received?  Would you guess the number of new clients you need this year?  What if it isn't any of these metrics.  What if another number matters most so you can receive more referrals t...

I know, I know... you're seeing a lot of "lessons learned from 2020" posts, articles and episodes right now.  It seems everybody has a take on 2020.  And guess what? So should you. It's important to look back on the year and determine the lessons you need to learn from it and move forward with.  Here are 4 of mine.  Resources from this episode can be found on the show notes page at www.staceybrown...

Jon Acuff, author or Finish, sums up perfectly what the Goal Finishers Club is all about when he said, "The future belongs to finishers."  Those who finish their goals own the future because they are moving forward, making progress step-by-step and making the future they want a reality. In this episode we continue our conversation with a few business owners who embody this finishing mantra.  All r...

Are you still holding out on going through the Reverse Goal Setting process? If you've downloaded the workbook, then you know it's not just a page or two you go through. There's a little bit more involved.  It requires you to think, ponder, consider options and write things down. It's critically necessary for your business. Yes, and I'll prove it to you. In this episode you'll hear from business o...

We made it - the final step - step 3 - in the Reverse Goal Setting process.  Step 1 was Reflection. Step 2 was the 5 - 3- 1. And now Step 3 is the Finishing Strategy.  Oh yes, the home stretch and where we look at the important parts so we set our goals up for success.  Setting goals is the easy part. Finishing them is the hard part. This finishing strategy will make your life throughout next year...

We are taking a quick pause just before step 3 of the Reverse Goal Setting process so I can answer your questions about goals and the Reverse Goal Setting process. We dive into the importance of the "why" within the 5 vision, why I don't teach a SMART goal framework and more! You can find the resources mentioned in this episode on the show notes page at www.staceybrownrandall.com/130 .  

Now that we have our 5 year vision defined and our 3 year milestones calculated... it's time to set your one year plan.  Which - spoiler alert - becomes your 2021 goals!  We reversed right into our goals for next year in a way where they matter... which is where we're headed, where we want to be in 5 years.  All resources for this episode can be found on the show notes page at www.staceybrownranda...

We are moving right along with our Reverse Goal Setting process as we dig in to calculating our 3 year milestones.  Your 3 year milestones must be the "halfway" point of where you need to be to be on pace to make your 5 year vision a reality.  It's our markers to make sure we are heading in the right direction. I'll show you how to determine your milestones in this episode.  You can find the resou...

As we move into step two of the Reverse Goal Setting process, the 5 - 3 - 1, we move from a business and goals reflection on 2020 to casting our vision for the future we want... 5 years out. It's time to define your 5 year vision and determine the real why behind it.  You can find all resources mentioned in this episode on the show notes page at www.staceybrownrandall.com/127 . 

Whether you can't wait for this year to end or want to hold on to it for a bit longer... it's time to start turning our attention to the future. And not just next year... but a few years to come. It's all part of my Reverse Goal Setting process which we are diving into on the podcast. Over the next handful of episodes we will tackle all three steps within the Reverse Goal Setting process. And up f...

The best way to approach your referral strategy is from a layered approach.  And there are 6 layers for you to consider.  You might not need all 6 but you need to know them.  This episode breaks down all 6 layers so you know where to start and which layers you need.  To download the Referral Strategy Layered Approach PDF, visit the show notes page at www.staceybrownrandall.com/125 .   

Our deep dive into referrals by industry wraps up (for now) with this episode and we tackle questions from an attorney regarding confidentiality and a consultant wanting to build a niche based on referrals plus one place people fail to look when starting to grow their new business (and its where referrals can be found!).  You can find the resources mentioned in this episode on the show notes page...

The series continues and this week we are deep diving into the questions financial advisors/planners, wealth managers, insurance agents, and bankers ask when they get serious about generating referrals. And by serious, I mean they start doing the work and then specific questions pop up.  We're tackling those questions.  You can find the resources and links mentioned in the episode on the shownotes...

Our deep dive into referrals by specific industries continues and we move from the "selling of real estate" to the "home of real estate". This week we dive into a question that architects, interior designers, decorators, and others are dealing with COVID continues. The question is how to get new referrals from clients during a time when people have drastically reduced or transformed their socializ...