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Building a Referral Network
Gary D. SealeAnnie Mac Mortgage
Building a Referral Network
Your character quality will ultimately determine who refers business to you in the long term.
Proverbs 11:27 “He who seeks good, finds goodwill, but evil comes to him who searches for it.”
Building a Referral Network
Influence: You must attract and lead other leadersA concept of quality and numbersHow many leads do you need each month to achieve your goals?Work backwards;…What is your close rate?
Building a Referral Network
Networking: Who you know, what you know.Are they in circulation?Active in social media?What impression are they/you leaving?
Building a Referral Network
Resourcefulness: Are they adding value to themselves and others?Striving for constant improvement?Creative?Ask questions and learn from others
Building a Referral Network
Character Driven: A person of integrity. Both you and your referral partner.Actions speak louder than wordsSpeaking the truth in loveConsistent – Other centered
Building a Referral Network
Responsible: Do not leave you hanging?Can they walk a mile in your shoes?Do they follow through?Do they have to be reminded?
Building a Referral Network
Competent: Are they capable?10,000 Touches to be an expertDo they deliver excellence?
Building a Referral Network
Are They Loyal?Be realistic, not everyone is a great fitWill they refer you, or the next passerby?Trust must be earned…“Know, like and trust”
Building a Referral Network
Are they Energetic?Energy can cover mistakesEnergy is attractive and generates enthusiasmElements of tenacity, persistence and decisivenessWhat’s their bounce back look like?
Building a Referral Network
Question?How can you take these qualities and systematically build a winning referral network?
