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Do You Show the Money and Run?

The importance of remembering relationships.

By Dr. Joey Faucette

You’re sitting in your weekly BNI chapter meeting and you arrive at the most important part of the meeting—passing referrals. A member walks over and hands you a little white sheet of paper with contact info written on it along with a note. As you do with all of your referrals, you follow up immediately. The referral opens the door to a customer you had wanted to develop a relationship with for quite some time. The relationship lands you business, and more business, through several more generations of referrals.

At the beginning of the next month, when you turn in your “Show Me the Money” cards, you note your member’s referral, stating the large amount. While there’s some applause, it dies quickly as you sit down.

Is that all you do?

Are there ways to encourage your fellow member to work even harder to bring you more referrals? Say thank you. In today’s “show the money and run” economy, they are powerful words—it leaves a lasting impression.

Think about it this way: If you own a goose that lays a large supply of golden eggs each month, would you ensure that the goose is fed properly? Comfortable on her nest? In a climate-controlled room with the temperature adjusted to her liking? The TV tuned to Animal Planet?

Of course you would.

Treat your referral-laying members like you would such a goose.

It’s really quite simple to care for them.

Write a hand-written thank you note and mail it following each referral. In our pixelated world of text messages and emails, when someone takes the time and energy to pick up a pen and write in ink on a piece of paper their words of gratitude, relationships deepen.

One day, a small card showed up in the mail and found its way to my desk. I opened it and it read something like this,

Dear Dr. Joey,

You don’t know me, and we’ll probably never meet personally. I was in the audience at a speaking engagement you did. I was a mess that day. My business was dying.

You changed my life. After listening to you, I found the way to work positive and the motivation to do it.

I just wanted to say thank you for saving my business and my life.

It took me about three tissues to get it together after reading this note. Then I wanted to help some more; help the business owner move forward to achieve his dreams. I called and offered to be of more assistance.

You will get the same type of response when you send a handwritten thank you note to your fellow chapter members who pass you golden-egg referrals.

In this month of giving thanks, do more than run after passing the “Show Me the Money” card.

Mail a handwritten thank you note.

Then watch as your goose lays more golden eggs than you can count!

Givers really do gain.

Dr. Joey Faucette is a professional speaker, business coach, and best-selling author of the #1 Amazon business book, Work Positive in a Negative World: Redefine Your Reality and Achieve Your Business Dreams which Dr. Misner endorsed and is available at www.amazon.com. He stimulates and coaches business people and their companies to redefine their reality and achieve their business dreams

Tags: Dr. Joey Faucette, November 2011 Edition, Work Positive in a Negative World

5 Responses to “Do You Show the Money and Run?”

Sylvia Jeffree Says:
November 2nd, 2011 at 8:57 am
Hi Joey,

Many thanks for the advise.
I like the idea and will certainly use it.

Regards
Sylvia
David Hyler Says:
November 2nd, 2011 at 10:07 am
Good words Dr. Joey
Jennifer Ray Says:
November 3rd, 2011 at 8:10 am
You could use an awesome & easy SendOutCards account to send those thank-yous using your OWN hand writting font. Helps make it happen to be a grateful person!
Great article!
George Richards Says:
November 8th, 2011 at 12:57 am
Great stuff!!

I believe in this and hope I can stay organized long enough to actually put the sincere thank you notes that are in my head on paper and send them. I think such notes do as much for me as for the recipient.
Anil Kalyan Says:
November 10th, 2011 at 4:36 pm
Dr Joey,
Thank you for the very inspiring article. I love the idea of the Goose that lays the golden egg. We know this story, yet I never looked at it this way. I used it at our meeting and the members just enjoy it.

5 Responses to “Do You Show the Money and Run?”

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