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Perceive the Positive and Supportive Referrals in Your Chapter
How to find and pass the referrals in hiding.
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For instance, the realtor refers a couple who wants to buy a new home to a mortgage broker for preapproval and financing. She refers the couple to an attorney who handles their closing. He refers them to an insurance agent in the group for their homeowners policy. And they all live in the happily-ever-after land of “Show Me the Money”--right?
To truly create a Givers Gain® culture in your chapter in which you are “positive and supportive,” you look beyond the obvious to see what referrals may be hiding. For instance, do you think that couple will want to redecorate and need an interior designer? Or, a painter, electrician, contractor, or plumber, as they make their new house a home?
Stare a little longer into your chapter’s membership, and you discover that after this couple moves some furniture, they’ll probably want a massage from the massage therapist. Since they’ve moved from out of town, they’ll be looking for a new hair stylist. A new garage often begs for a new vehicle in it so there’s a referral for the car dealer in the room. They’ll both need new business cards for work, so the printer gets a referral. And who better than the locally-created arts and gift shop owner from whom the realtor gives a gift at closing?
The low-hanging referrals are easy to see. Push back the limbs a bit on your referral perception and you discover more and more fruitful referrals ripe with positive dollars and supportive “Show Me the Money” all around the table.
How Much Money Are You Leaving on the Table?
When you join a BNI chapter, you pledge to be “positive and supportive.” That means you look more intensely into creating referrals for as many members of your group as possible.
You see what you’re looking for.
You perceive the positive by focusing on all the members at the table and looking for ways you can refer them. As you do, you are supportive of each member and their businesses.
You filter for the obvious referrals and embrace the challenge of moving beyond them to the unfamiliar ones. Sure, you have to think a little, but since givers really do gain, you’re encouraging your fellow members to do the same. That means they’ll perceive you differently and pretty soon you’re receiving referrals from members you’ve never had any from before.
Perceive the positive and supportive referrals in your BNI chapter and watch your business positively grow!
Dr. Joey Faucette is a professional speaker, business coach, and author of Work Positive in a Negative World, which Dr. Misner endorsed and is available now at www.amazon.com. He stimulates and coaches business people and their companies to redefine their reality and achieve their business dreams.
Order Work Positive in a Negative World from Amazon.com.
To get a second autographed book FREE go to www.ListentoLife.org/url where you’ll enter your contact info and Amazon receipt number. We’ll send you a personally autographed second copy of Work Positive in a Negative World at no extra charge. Not even shipping.
Tags: August 2011 Edition, Dr. Joey Faucette, givers gain, referrals, Work Positive in a Negative World
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© 2012 BNI® Published by CZ Strategy
August 6th, 2011 at 12:54 am
I so enjoy ready Dr. Joey Faucette’s books and listening to his short stories on “listen to Life”. He has a great way of sharing solid fundamentals that help shape your success.
Looking forward to receiving my copy of the new book.
Bob