Prospecting – Referrals, You Must Give Them to Get Them
Metamorphosis rule # 12 – “The best way to get everything you want out of your life is to help everyone else get what they want out of life.”
This is also called; the “give to get” strategy. We’ve all heard, what comes around goes around. If you apply this philosophy to referrals, it means that you must give referrals to others if you expect to get them in return. For example, let’s say you have an attorney, insurance agent and a financial advisor that are part of your sphere of influence. As an advocate of yours, you periodically remind them; “please don’t keep me a secret”. The spaced-repetition will stimulate actions on their part, and then you’re likely to get referrals.
Why not take it to the next level by using the “give to get” strategy? When you refer perspective clients to the same group, your attorney, insurance agent and financial advisor, they feel obligated to refer back to you. It’s like the pig and the chicken. The chicken is involved in breakfast because they lay the eggs. On the other hand, the pig is committed to breakfast because the pig is breakfast.
A good rule of thumb is to always give more referrals out than you expect to get back. By giving your advocates and sphere of influence referrals, you are prodding them to be committed to referring back to you.