The SOI Sharpshooter

8/13/2019 The SOI Sharpshooter

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The SOI Sharpshooter

The referral sharpshooter is a referral system created for the professional whose ready to laser in on the

exact clients hes looking for, nothing less. Unlike a shotgun, a rifleman has a target in his sights, hesfocused in on the significant few, not the trivial many. Hes going to make a quality shot, not a quantity one.

We designed the sharpshooter system with this premise in mind.

Bucketing

ucketing is the technique of segregating groups of relationship data around a common theme or

connection. !n "uilding a referral process organi#ed around getting you the most precise and quality clients,

data segmentation is vital. The $old %&& are tomorrows %&& raving fans that walk the 'arth with the a"ility

to know how to refer you, when to, where, who to, and why to. They are highly trained referral nin(as. )s

you can see in the model, around the "ullseye are different "uckets we call *apertures+, much what youd

see looking down the "arrel of a sniper rifle. The "ullseye is the perfect client. The perfect client is not only

one who fits your "usiness offer like a glove, "ut a client who raves a"out you. !magine %&& of those

-!s are one "ucket. They are your spheres of influence, conduit relationships, strategic and

complimentary partners, relationships in touch with your client types, individuals who do "usiness in a

similar manner and style. */& x/&s+ are /& -!s you laser in on, to exchange /& introductions with.


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To illustrate the quality vs. quantity model in the relationship dimension, consider these two images0

1recision referral "ased "usiness tends to delivery high transaction si#es, shorter sales cycles, and greater

client retention levels. Traditional sales models increase the cost of sales, require competitive tactics that

often squee#e the entire profit out of the deal, and involve longer sales cycles.

/&2/&s are the significant few, not the trivial manys that encompass you. y hand3picking your -!s,

youre putting yourself potentially in front of precisely who you want to "e doing "usiness with. )s always,

45 of your -!s "ring 4&5 of your revenue stream333they are pillars of support, a significant few that "ring

significant many, instead of a trivial many that "ring a trivial few.

Consider a traditional sales

model. Like a funnel,

anyone comes in, then time

and energy is wasted on

sorting them, qualifying,

them, many leave, some

stay, a few cross the finish

line and convert to an active

opportunity.

In a referral based-model,

quality is sought through

education and reciprocity.

Quality cross pollinates

into more quality, being

invited to the same

circles, whom then invite

to their circles, epanding

and controlling quality for

less input.


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10x10 System Components List


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/. The Power 50.The 1ower 4& are your top relationships you know, like, and would refer to and

from.

6. The 1010. 7our /& suspects are the top /& -!s 8intermediaries who know how to refer you,

when to, why to, and who to. We call them /&x/& "ecause each is to exchange /& introductions

with you.

%. The P!atinum C!u".This list is your top 64 *most wanted+ companies or individuals that youd love

to have as clients.

9. The #ea!th $in%set Prompter.This prompter is the initiation speech, the acid3test to determine

first if the /&2/& :a top /& suspect; is a going to "e successful. When you and your /&x/& share

this "elief, mutually rewarding introductions can fester.

4. The $emory &ogger.This leave3"ehind is given to the /&2/& at the onset of a referral partnership

so that they can "etter articulate their power 4& "iased to your "est types of opportunities.


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SOI (perture Preparation Process

-!s are the conduits, the intermediaries who place you in front of opportunities, through value creation,

reciprocity and strategic partnering. The /&x/& is a fellowship of /& -!s that know how to refer you, who

to refer you to with precision, when to refer with precision, and why to refer you with precision. Heres arethe ? steps0

Step 1, Bui!% your own Power 50.This list consists of individual "usiness owners and entrepreneurs that

you feel proud to refer out. They are the 4& people you know and like, and influence the most. @ook around

youAchurch, friends, family, networks, associations, complimentary industries, clients, past clients,

professionals, contractors, doctors, real estate folks, these are the people you know whore the "est at what

they do.

Step -, Bui!% your I%ea! C!ient Criteria.rgani#e the element of the most wanted qualities inherent in

your ideal clients. Bonsider the 6 "est clients you ever had and formali#e a cri" sheet with those items on it.

e specific. Cake this a world class *leave "ehind+ that you could leave with a target referrer after a

meeting to cue them on the right individuals.

Step , Bui!% your Sharpshooter Trigger List.This list is another leave "ehind that frames the typical

circumstances for a prospect to get involved with you. These are pre3existing conditions going on that callup your help. @ist at least five, ten is "est. e specific and think through whats going on for a prospective

client to trigger a reason to talk to you. When you write these out, num"er them, and "egin each with the

word *theyre+, signifying that *other people+ are experiencing these. !ts important to help the person

viewing them to *gra"+ for these, instead of pushing them onto them assumptively, using the leap3off word

*you+.


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Step /, eine your Sta%ium Pitch.!f you had a chance to get on a microphone in front of a stadium of

9&,&&& of your "est prospects for ?& seconds, what would you sayD

Step 5, Bui!% your Power )mai! Intro.How would you like your referrers to introduce youD Cake amonkey3proof email including how you want to "e introduced, such that the referred perceives you as a

resource, and a privilege to talk to. This email must "e BBd to "oth you and the referred to make the most

of the exchange.

Step 2. I%entiy your 1010.7our power /& are your sniper rifle targeted individuals whom youre wanting

to play the sharpshooter system with. These /& individuals would "e targeted to share /& introductions

with, youd give them /&, theyd give you /&. Think a"out who theyd know, and whether you relate with

them personally, professionally. !s your code of conduct similarD Eo you share the same ethicsD Use

caution here. Would you see yourself hanging out at their partiesD

Step 3, Create your Shock an% (we )xperience.7our -) experience is packaged "y items that make

you easier to introduce. For example, an audio "usiness card, 7outu"e video introduction, articles youve

written, checklists on hot topicsAall of these elicit your uniqueness and wisdom in some way, reflecting

your personal fingerprint that is one3of3a3kind and matchless. 7ou may want to create an -) kit that

encloses several items, similar to a press kit, with the purpose of outfitting the individual with every weapon

to position you for the perfect opportunities they cultivate on your "ehalf. *! cant wait to give this to

someone.+ *Cake the -! proud to pass it on, galvani#e their "rand, look like a hero in their eyes.+

Step 4, Bui!% your P!atinum C!u".7our platinum list is gathered from actual names and addresses that

exist, "ut are desired clients. !t is your *most wanted+ list of relationships. y having 64 of these handy,

youll make it easy for your referrers to merge you into their world. 1erhaps theyve had contact with that

list, and can reverse refer you into them. Having it handy in a meeting and leaving "ehind can help the

individuals awareness increase, so that they tend to notice opportunities for you more often.

Step , 6e7e!op the *onor +reeting the )ntry Ca!! with the eerre%.)n honor greeting smoothens the

handoff from the /& "y /& -! referrer to the referred. )n honor greeting must show the referred that youkept your promise to the -! that you would call them. -econd, lead off with a specific piece of input to gain

rapport, or prompt to make it safe for the referred to get engaged in value creation conversation, to

determine if the talk should proceed any further.


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Organi8ing the e!ements. @ets now get you suited up for the process, and organi#e the elements. Toward

the end of this document, youll find a 64 step detail step3"y3step implementation time line to roll out all of

your items youre going to prepare for, over 4 weeks. n the next page, well "egin with the !deal client

criteria.

Prepare 9our I%ea! C!ient Proi!e

Breate a one page *leave3"ehind+ document that you can prompt in /&x/& meeting /.

#ritten )xercise,To "egin to identify the types of clients you dont want, consider which characteristics or

"ehaviors you refuse to tolerate.

G What turns you off or shuts you downD


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G What kinds of people should not "e getting past the red velvet rope that protects you and your

"usinessD

1.1.- #ritten )xercise,ow take a good, hard look at your current clients. 7ou must "e a"solutely

honest with yourself. Who among your current clients fits the profile youve (ust created of people who

should not have gotten past the red velvet rope that protects you and your "usinessD

1.1. (ction Step,Eump the dud clients youve (ust listed in the a"ove exercise. !t may "e (ust one

client or you may need another two pages to write them all down. :Eid ! warn you that !d push you to step

out of your comfort #oneD !f ! didnt, then ! am now; !s your heart poundingD !s your stomach churning at

(ust the thoughtD Have you "roken out in a cold sweatD r are you (umping up and down with excitement

now that youve "een given permission to dump your dudsD Cay"e youre experiencing "oth sensations at

the same timeI thats totally normal.

1.1./ #ritten )xercise,Eefine your ideal client. @ist the qualities youd like your ideal clients to possess.


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G What type of people do you love "eing aroundD

G What do they like to doD

G What do they talk a"outD

G With whom do they associateD

G What ethical standards do they followD

G How do they learnD

G How do they contri"ute to societyD


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G )re they smiling, outgoing, creativeD

G What kind of environment do you want to create in your lifeD

G )nd who will get past the red velvet rope policy that protects youD

1.1.5 #ritten )xercise,ow lets look at your current client "ase. Write down the names of clients, or

people youve worked with, whom you love to "e around.

G Whom do you love interacting with the mostD


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G Whom do you look forward to seeingD

G Who are the clients who dont feel like work to youD

G Who is it that you sometimes (ust cant "elieve you get paid to work withD


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1.1.2 #ritten )xercise,$et a clear picture of these people in your head. Write down the top five reasons

that you love working with them. What a"out working with them turns you onD

/.

6.

%.

9.


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4.

1.1.3 #ritten )xercise,ow go deeper. !f you were working only with ideal clients, what qualities would

they a"solutely need to possess in order for you to do your "est work with themD e honest and dont worry

a"out excluding people. e selfish. Think a"out yourself. For this exercise, assume you will work only with

the "est of the "est. e "rave and "old and write without thinking or filtering your thoughts.


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1.1.4 #ritten )xercise,What filters do you want to run your perfect clients throughD

1.1. #ritten )xercise,uild a Blient Janking Worksheet. Eivide your current clients into three groups0

ideal clients, duds, and everyone else. Eont hold "ack.

1.1.10 #ritten )xercise,rainstorm your own ideas for reigniting these mid3range clients. Bontemplate

the ways in which you may, al"eit inadvertently, have contri"uted to some of your clients "eing somewhat

less than ideal clients. $o aheadKturn off your left3"rain logical mind for a moment and let your right3"rain

creativity go wild.

G )re there ways in which you can light a new fire or elicit greater passion for the work you do

togetherD


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G Eo you need to set and manage expectations more clearly right from the "eginningD

G Ban you enrich the dynamics "etween you "y challenging or inspiring your clients in new waysD


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!deal Blients


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Euds


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'veryone 'lse


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1.1.10 #ritten )xercise,rainstorm your own ideas for reigniting these mid3range clients. Bontemplate

the ways in which you may, al"eit inadvertently, have contri"uted to some of your clients "eing somewhat

less than ideal clients. $o aheadKturn off your left3"rain logical mind for a moment and let your right3"rain

creativity go wild.

G )re there ways in which you can light a new fire or elicit greater passion for the work you dotogetherD

G Eo you need to set and manage expectations more clearly right from the "eginningD


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G Ban you enrich the dynamics "etween you "y challenging or inspiring your clients in new waysD

1.1.11. Last Step,Breate an !deal Blient 1rofile.

Breate a working systemKa sheet titled !deal Blient 1rofile and list out in outline and "ulleted form the

qualities inherent in your ideal clients. The purpose of this form is for action oriented conversations when

prompting for referrals or intermediaries to reaching these client types. !f you dont know who to look for,

how can someone help you find them. This component is a facet of a larger referral prompting system well

discuss later on.

O7erwhe!m 9our (u%ience

When you niche market, you are lessening the pond where you throw your hook to fish. When you

minimi#e your area to capture opportunities, you can more easily overwhelm the fish. Eo you know how

tough it is to get on 1eople maga#ines *T1 4& Cost eautiful 1eopleD+ !mpossi"le. ut what if you wereto get on *The T1 4& Cost !ncredi"le 1eople :in your town;D Thats much easier. When you shorten the

target group to hunt, you can overwhelm and saturate it faster. 7ou can literally monopoli#e the place.


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Bharles, a contractor in Huntington each was faced with the same issue. He was all over town, from @os

)ngeles to -an Eiego. He decided to hone in on his home3town, and lower his marketing cost to reach the

local market. His signs were posted every house he "uilt. -oon thereafter, he "ecome *the "est+, someone

everyone in town knew and selected for great service and the more in demand he was, the more in

demand he "ecame.


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LThe 1ower 4& is a referral prompter device that includes the 4& top individuals that you do "usiness with and refer opportunities toward and

from. To make the most of the -! Jeferral -harpshooter, youll need to make one with your own, and leave one "lanks as a leave "ehind for

your /&x/& suspect to complete. Use your prompter categories strategically as memory (oggers to narrow the frame of reference so that yoursuspects that can include contacts that may "e more apt to need your services.M

The Highest Quality People you Know and Influence

The Power 50

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)eople at Church or *chool +lumni

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)ower / page 0


!1se these questions to put your )ower / list together#

2ho are the -3/ people or companies that either proceed or preceed you in the sale4

2hat are the 3/ key relationships most critical to your prosperity and5or your clients4

2ho are the 6- types of companies or industries that you target4

2hat qualities in your ideal client criteria distinguish how these categories are organi7ed4

In those times when you teamed up with other professionals, or suddenly found yourself

working alongside others to support a common client, who were those that you8d want to work

with again4

2ho in your sphere of influence would you say has a common code of conduct and would make

you look like a hero if you referred them4

2ho have you referred the most business to4

2ho have you 9wow8d: the most with your service4


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Memory Jogger Page 1

[Memory Jogger:Leave this behind in your meeting with your 3/3/ and require it returned to you within one week.

Leave your power / with the 3/3/ as well, and have him select which of your / she would like introductions to.#


+ttorneys and C)+8s

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Contractors

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;emory


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-o who are your /&2/& targetsD Would you hang out at their partyD Eo they have the circles you wantD Eo

you have the relationship they can "ring value to also. Bould your relationships "ring value to themD -elect

them wisely "elow0

P!atinum C!u"

Who are you most wanted clientsD Who do you dream of doing "usiness withD Who are the "ig playersD

Who are your competitors clientsD When people think of your clients "usinesses, who do they think of firstD

Cake a stand alone *leave "ehind+ for prompting during -! meeting /. $o for 64 names here0

Sharpshooter Triggers List

Here are the typical situations people or companies find themselves to need our helpA

/. TheyreA

6. TheyreA

%. TheyreA

9. TheyreA

4. TheyreA

. TheyreA

?. TheyreA

/&. TheyreA


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The Sta%ium Pitch #orksheet

7ou get asked *what do you doD+ in a lightening flash at least 63% times per day, if youre growing

relationships to stimulate your "usiness.

When you answer this question, *what you doD+, what do you sayD Eo you wing itD )re do you deliver with

such punch that its remarka"le and memora"le.

Be a >er"< =ot a =oun. )sk a B1), what do you doD )nd they answer, *!m an accountant+

)sk an attorney what they do, and they answer, *!m a lawyer+ Cy answer to that is, *)nd so are tens of

thousands on the same "lock.+ When you communicate yourself, you have a *marketing moment of truth+to create curiosity and distinguish yourself. eing ver" is a"out action. !nstead of *!m a B1)+, how a"out *!

help small "usiness owners take advantage of every tax deduction possi"le so they lower their tax "urdens

and improve profits+ How does that soundD etterD f course. Were going to create your introduction.

7oure already successful and may think, *h NE, and ! can pass this up+ Cy news to you is, no you cant.

)s you get "etter, you need these structures to reach new levels, and to "ecome as referra"le and

knowa"le as possi"le. 7ou face *marketing moments of truth+ all the time. These are pivotal moments when

you either sei#e the moment, or lose it. For example, youre walking to your car and find yourself walking

next to "usiness professional, he asks you what you doD r youre at a party and your cousin in front of the

group ask what youve "een up to latelyD r youre at a picnic on a -unday at the "each and your wifes

friends hus"and asks you a"out your "usinessD These are serendipitous occasions to convert a moment

into an opportunity.


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!ve provided you a format to work with0

Step 1, Connect at the *ip Statement,

The purpose of connecting at the hip is to get you and the other person standing on the same side of the

line, looking at a situation you "oth see together. !t forms a connection via a relata"le issue.

*!m sure you know how difficultOchallengingOfrustrating it is to :what your target prospect is attempting to do;

in the highly competitiveOglo"al economyOhigh stakes marketplace:whatever sand"ox or industry

trendOcondition prospect is in; of today, yesD :get a green light. ) green light is finishing a sentence with

*correct+, *yes+, *agree+, *ok+, so you know the person hears you and is with you.

Step -, ?ni@ue (%7antage Statement,

When your unique a"ility merges with a unique process :a series of delivery steps that define your "rand;,

you have a recipe for transforming an industry. ) unique statement can "e postured as the following, and is

a nice *leap3off+ point0

!OWe are the PPPPPPP, who ena"les you toPPPPPPPPPPPP, so thatPPPPPPPPPPPPPPP.

Step , The BI+ Beneit Statement,

/. Target Carket0

6. % enefits

a. /0 ur core offer to our clients is

". 60 They take delivery of

c. %0 They are a"le to

-tarter -tatements:


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! look for :target; :in this situation;.

! help :target; :gain this "enefit;.

:Test your CCTs to see which you like and which strikes others "est;

Step /, Support Statements.How your organi#ation helps them. How we deliver that is "y0

d. H/0

e. H60

f. H%0

Step 5, Pro7i%e our company acts !ea%ing to %esire% conc!usions.When you provide facts, consider

the top % conclusions you want your listener to make a"out you and your "usiness.

uyer Bonclusion /0

uyer Bonclusion 60

uyer Bonclusion %0

Here are a few ideasOprimers for factual statements leading to the conclusions0

g. Cy clients include.. :name drops, or industry types;

h. Cy "ackground isA:Where you came fromI accomplished;

i. Today, wereA:where youre going;

(. What our clients appreciate most isA:unique advantage;

Step 2, Typica! Situations. This is the *menu of pain+. Use the triggers list from earlier in this document.

y now, the listener has chosen to listen to you, "elieves youre competent, sincere, and genuine. The next


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test is to get himOher to admit hisOher goal or pain. We do this "e creating setting where its safe to do that.

y throwing how others are experiencing certain conditions, heOshe can self select himselfOherself to "e the

candidate experience that tooOalso. Jather than saying literally what you do here, its importat to infer what

you do indirectly "y stating the painful situations that "uyers experience to require your help.

*There are several typical situations that cause our clients to get involved with us0

k. T/0

l. T60

m. T%0

n. T90

o. T40

We help solve these types of issues.

-o, at this point, !d like you to tell me a"out your situation. Eoes this sound familiar to youD

PPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPP

@ets look at each component "uilding the CCT intro.

9our mission.Why are you in "usinessD What is your purposeD 1ut this into one statement.


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9our "eneits.!n this component, define in one sentence what Cark Noyner calls your *!rresisti"le ffer+.

What is your "u##worthy promise to your clients. 7our "usiness is an offer. What result could they expect.

For example, Eomionoes 1i##as offer is to show up in %& minutes or less or its free.

ext, what will the client take delivery ofD What other "enefits or returns usually occurs. )nd next, one

other item 8 what theyll "e ena"led to do, what capa"ilities theyll "e a"le to have. @ets do an example

with "usiness coaching services.

What do you doA.D

*! help "usiness owners "ecome more productive and profita"le.+

Cy offer to them is theyll experience less work, more income, and more fun. Theyll "e a"le to got out of

"usiness in style and retire wealthy. ur clients take deliver of a greater capacity to create "oth income and

free time. With out help, theyre also a"le to get rid of all the non3esstential stuff that "ogs them done, and

redirect all that time and energy into their passion and superior skill sets.+

9our Starter #or%s.To kick things off, posture your conversation with the following0

I look for

Here, youre communicating who you look for and a "rief statement or two a"out where they are or what

qualifies them to require help.


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Financial )dvisor 'xample0

*! look for contractors who are experiencing high turnover for lack of financial incentives.+

I help..

Here, you simply include a "rief statement to include your target market and a core "enefit of your offer.

Borporate Trainer 'xample0

*! help "usiness owners take themselves and their teams to soaring heights of production and profits.+

-upport -tatements. -upport your *starter+ statements with *how+ you go a"out your delivery of services.

For example.

How we do that is "y0

/. )naly#ing the pro"lem

6. 1resenting alternatives

%. -electing the "est plan that is most cost3effective


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7ou come up with % logical, sequential steps that engage the person further so its clear.

Bompany Facts. !nclude %39 facts that descri"e the character and "ackground of you and your company.

Here, you can include a competitive advantage descri"ing what clients appreciate you most for, time in

"usiness or si#e of team, endorsements from large clients, special awards or certifications.

Typical -ituations. These are triggers that help the person self3select themselves or someone they know

into needing your help. Cake them pain driven and in third person. !n other words, use words like

Qfrustration, or Qshocked that arouse a feeling, and "egin each statement with

*theyreA+

Transition to person. nce youve gotten the intro out on the ta"le, now its time to learn a"out them and

their situation0

/. $oals6. "stacles%. pportunities9. -trengths and -kills4. How decisions are made

These items allow value conversation to emerge and help qualify the relationship toward a *goOno go+

(uncture.

The 6isco7ery Ca!! with the Sta%ium Pitch


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!f youre serious in your sales encountering, tuck the stadium pitch into how you qualify potential clients.

-etting up the stadium pitch is key.

nce the potential "uyer has admitted a reason to talk to you and youve earned time, ask for /&36&minutes. !f it goes further its his choice. !t is recommended that this event "e a phone callKwe call it a

*discovery call.+

Opening the ca!!.pen the call with a nice rapport statement such as0

*! appreciate this opportunity to speak with you today.+ :pause % seconds;

Setting the agen%a.-et the tone for the call, positioning for mutual respect. First, put your listener into a

listening posture, then an expressive one. The initial focus of the call is to

get the "uyer feeling safe enough to admit his intimate pro"lem or goal. To do that, we

need to get him to the menu of pain with a healthy pace.

The call introduction could "e this0

*What ! have in mind :first name;, is to first introduce to myself and the services we provide, then tell a"out

some client situations you might "e interested in, then !d like to learn a"out you and your situation. )t that

point, well "oth "e a"le to mutually decide whether to proceed any further, or not. How does that sound to

youD+

ow your prospect is ready to listen, he understands where youre going with the call, he knows you want

him to open up a"out his situation and the two of you are making this decision together, not only him.

7ouve positioned yourself nicely with a sense of mutual respect.


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The Sharpshooter #ea!th $in%set Precept

Does every target on your 0!0 have the wealth "indset#

Precept,$ivers $ain. Winning in life is a function of a generosity, value creation, and a"undance, leading

to mutually "eneficial introductions, connections, and "etter results for everyone.

The #innerAs Circ!e.The winners circle is a confederacy of common thinkers whore saying and doing

things to make a "ig contri"ution, leave their mark on the world. Their refinement as a human "eing is

a"out significance, not (ust success.

The #ea!th $in%set.-tepping into the winners circle "egins with a winners mindset. $etting where you

want to go in life, is a function of helping others take delivery of what they want. The strength of

relationships we have lead to huge doorways to huge opportunities. ) mentality of a"undance and

reciprocity leads to mutually "eneficial gains. *What you appreciate, appreciates in value.+ This way, we

can all grow, personally and professionally.

The =o)ntit!ement (ttitu%e.!t "egins with a no3entitlement attitude. Bontri"ution first, entitlement

second. Breate value first. 1lace your security on the value you can create for others first. )nd youll "epain handsomely "ecause it comes "ack to you in many ways. When you help others in your network grow,

you grow.

Bontri"ution R -uccess


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'ntitlement

#eek 1,

11 Step Comprehensi7e 10x10 Prompter $eeting 1

/. Japport0

*! appreciate this opportunity to speak with you today+

6. Ceeting $ameplan statement

*What ! have in mind is to tell you little "it a"out myself and what were doing for clients, and thenlearn a"out you and your situation. ! figure "y that point, well "e a"le to mutually decide where to

go with this, sound good to youD+

%. !ntro0

*! represent :your company;, and our mission is toA+

*What my clients appreciate me for isA..:unique a"ility;+

*Cy "ackground isA.+ /.

6.

ur Unique )dvantage is0/.6.%.

ur Bompany Bore enefits 3 How can we help/.6.


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%.

9. Transition to -!0 )t this point, please tell me a"out you and your situationA

4. Salue Breation Through $oals Eiscussion0

*This next year, heres what !d like to see happenA.+

*How a"out youA.:take note;+

Bonfirm0 *-o what you want to do isA.:play it "ack;+)dd3on0 *What else should ! knowD+

4". "stacles*What have "een some of the "iggest challengesAin reach those goals you talked a"out+*Cy "iggest challenge has "eenA:get vulnera"le;.

How can ! align with you to eliminate themD

4c. pportunities*Where are your "est opportunities right nowD ew marketsD ew -ervices to offerD BlienttypesD ichesD How can ! help you develop themD

5%. ?ni@ue ("i!ity an% Strengths.What do your clients appreciate most a"out youD What isyour unique talentOpersonal giftD What do you love doingD What gives you energyD How can !strengthen itD

Transition 3 Jeferral rientation. How my practice works 8 orient around referral process.

*!m committed to operating "y referrals, it shows that my clients are happy with what ! do, andinstead of going out and getting all new "usiness, ! can redirect all the effort and sweat "ack toservicing my clients. )nd theyd only refer someone who takes their vested interest to heart andworks harder in favor of their goals in this way.+ *! tell my clients that ! expect 6 referrals fromthem, only if their completely satisfied, no non3sense a"out that, !m serious.+*-o at this point, !d like to talk with you a"out generating referrals and what kind of opportunitieswe might create together, okD+


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*Tell me a"out your ideal client, who do love to work withD How would ! know someone !mtalking to is a good prospect for youD+

7our !deal Blient 1rofile -heet0

*! look for clients who are :pull out !deal Blient 1rofiler;+for exampleA.

>. @ocali#ing the Jeferror :transport them to locale, narrow frame of reference;0

*Eo you go to the gymD TennisD $olfD $roupsD WorshipD Where do you hang outD+*Think a"out who youre with most often at those places, now would any of them "e a match formy capa"ilitiesD+

?. The -phere of !nfluence 'xchange @isting Form 3 1rompt with the *1ower 4&+.

*! "elieve that "usiness is a"out relationships and mutual exchange for mutual "enefit. !ve listedhere 4& of my top most influential people ! can introduce you to. !m going to leave it with you,have you examine it and select /& persons you think an introduction would "e worthwhile. !typically ask you to put together yours, see how we might (oin up..+ *!ts called the CemoryNogger.+ Heres the prompter, please give it some thought, anyone come to mind in the area of:gymnasium;, or :sports;, or :church;.!ll give you seven days to fax it "ack or email or okD $ive fax.

?". -hock and )we it 1rompt. ! have a kit here that contains our criteria, the memory (ogger,my power 4&, the /& things to look for in hiring a :whatever you do;, our introductory "rochure,our BE, a free consultation coupon, our introduction letter, a tear3out article a"out us. ! put thistogether in a way so itd "e easiest for you to relay us, and makes you look like a hero in theeyes of the referred, okD+

/&. Terms and $round rules

*Weve had a spirited discussion and !ve learned that :restate goals;. We then talked a"outreferrals how my practice operates. We went through :review what occurred, what wasdiscussed, where youve come to now..;


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*)s we move forward, ! want to define how well team upA!ve found that if esta"lish someground rules for excellence, and standards, well develop trust and "e more inspired to worktogether in developing our futures, sound okD+

Cutual Jespect

*We agree to treat our teamwork like we would deliver un"ridled service to our clients+ *Wellreciprocate "usiness equita"ly.+

'qual usiness -tature*Well treat eachother as equals, support each other, and treat eachother like a true priority+

Well always "e on time 8 shows incredi"le respect

Well "e direct and to the point a"out our communication, if something is not right, lets surface it,quickly and professionally.

Handling referrals*Well provide all the necessary *get started+ info when handing a referral over, "e complete andclear.+

//. 1ermission to Follow upI Brossover the /&x/& )iming Ceeting 6*ur next step would "e to get together in /9 days "y phone and discuss our top /&introductions, refine our teamwork, and look at how we strengthen each otherA..okD+)t that point, well discuss angles on our top /& introductions for each other, and ! havean email template within which we can fit how wed each prefer to "e introduced. !ll take a"outthose steps later on, okD+

*!d like to keep you update to date on my latest findings, discoveries, and client tips, can ! haveyour permission to send you our newsletter, online pieces, etc.

*What is the "est way to reach you, communicate with youD+


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#eek -,

10x10 (!ignment $eeting -

-tep /0 Jeview /&, 'xamine )ngles

!y now, you and the 3/3/ have had lunch together, you8ve echanged your power /8s, identified your ideal client

criteria, discussed individual goals, deployed your stadium pitches, and echanged your )latinum Clubs. It8s time to

discuss your 3/ introductions, those individuals situations, and tactics to getting you in front of them. "ere8s how it

happens..#

*@ets go over our /& that we want and discuss each of them. ! want to make sure theyre the right fit. For

example, whyd theyd "e a prospect, or not. )lso, more a"out them, their situation, direction, needs,approach to "usiness, your thoughts a"out entering their life.+

-tep 60 1osition Bontact info, Eeploy 'mail 1rompter to Bomplete

*k, lets put together an excel spreadsheet of the names and phone num"ers, and emails of our top /&.+

*!m going to send you an email prompter, so you can fill in how youd like to "e introduced, ok.+ :you can

do one for them on your own and find out if they approve it too;.

-tep %0 -elect Eate to complete -pread -heet and finish 'mail 1rompter

#eek ,


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Intro%uction )mai! 6ep!oyment an% CC

#eek /,

o!!ow up Ca!! with The *onor +reeting

When calling "ack a referral introduction from a /&2/&, email them first and set a call. This way you "oth

expect it. When you enter the scheduled call, lead in withA

*! promised :/&x/&s first name; that !d call you. :/&x/&s name; mentioned that we could do some

"usiness together and mentioned that you :repeat what /&x/& said in their email introduction sent to the

referred;.+

*ormally, ! approach a call like this with introductions and see where it takes us. How a"out if ! give you a

"rief introduction to myself and services are provide, and tell you a little a"out my "ackground. Then !d like

to learn a"out you and your situation, and your "ackground. )t that point, wed "oth "e a"le to mutually see

if we should go any further, or not, how does that soundD+

*! appreciate this opportunity to speak with you today. :pause % seconds;+

:Jole out -tadium 1itch here, ending with triggers list of typical situationsA;

*-o, at this point, please tell me a"out you and your situationA+

#eek 5,

Initia! (ppointment Set with eerre%


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-5 Step 6etai!e% Process Imp!ementation an% Time!ine

/&2/& -!

k, lets do a detailed tour through the rollout of the process with your /&x/&0

@ets run through the entire process from "eginning to finish, so youre crystal clear on how it goes down

Jemem"er, /&2/& -! is a selected mem"er of your sphere of influence "ucket, who is at the top,

premiere level of your fellowship. We call them */&2/&s+ "ecause there are /& targets, with the intent to

seek /& introductions from each. Heres the process in3depth0

Start *ere, 1010 Preparation

/. Cake your list of /& "est suspects for 1ower 4& Eeployment

6. Breate own 1ower 4& leave3"ehind "y Bategory. Use the form provided to create a separate onefor yourself. But and paste. -ave it as a pdf file and print it for different phone and face to faceencounters.

%. Breate 1ower 4& Cemory Nogger 1rompt -heet as another leave3"ehind for your /&x/& -!s to

complete and return within = days.

9. Breate wn !deal Blient Briteria -heet from the ideal client criteria process in this work"ook. Cakeit a one page leave3"ehind to go along with your 1ower 4& sheet, and the Cemory Nogger, and1latinum Blu".


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4. Cemori#e the Wealth Cindset 8 1urpose, 1rocess, 1ayoff. -uccess -peech. Eeploy the wealthmindset to the /&x/& on an initial prompter call to layup the process and get "uy3in. Here, youreshowing interesting in pursuing a strong alliance with them, and how teaming up would suit "oth ofour personal pursuits.

. uild your top 64 *most wanted+ 1latinum Blu" @eave ehind

?. Cemori#e the Honor $reeting

/&. Cake your -hock and )we kit

#eek 1, 10 x10 $eeting 1

//. -chedule a phone consult or "etter off a lunch to launch the process. Follow the // step /&2/&-! meeting process.

/6. !ntroduce 1ersonal 1ower 4& -heet @eave ehind

/%. !ntroduce !deal Blient Briteria -heet @eave ehind and 1latinum Blu"

/9. !ntroduce 1ower 4& Cemory Nogger -heet and -hock and )we it

/4. -etup )lignment Ceeting 6 y 1hone. The purpose of this call is to identify collectively the /&introductions each is going to make, why those individuals are good opportunity, and get an angleon the approach toward them.

#eek -, 10x10 (!ignment $eeting

/


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/=. Eeploy the 1ower 'mail !ntro 1rompter. oth you and each /&2/& should create their own poweremail intro using the model provided. Bhanges can "e made, "ut keep the overall emphasis thesame on making it a privilege for the referred to speak with you.

/>. Tweaks to the liking of a referrer are ready

#eek , Intro%uction

/?. Eeploy 'mail !ntro:s;

6&. BBd to the referred. The email once deployed to a /&2/&s target introduction should "e BBd toyou as well, so the target sees youve seen the email and have "een prompted to follow through.

6/. )ny answered emails are forwarded. !f the target intro is responded to, that email response is thenforward to you, with a *"ingo+, cueing you to carry out an entry call with the intro.

#eek /, *onor +reetingDsE

66. Follow up Ball is scheduled with the referred and is then carried out at the scheduled time.

6%. L! promised Non ! would call you, he thought we could do "usiness togetherM

69. !ntroduction -etting 8 Throw the -tadium 1itch

64. Eetermine ext step

#eek 5, Initia! (ppointment with eerre%


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Documents

The SOI Sharpshooter