In the past few weeks, we learned that while we are sitting on a gold mine here at Elevate, we can’t just stare at the dirt and hope gold ends up in our pocket.
We learned that we become the ‘go to’ person in our profession by building relationships over time.
We learned how to thank someone for a referral and teach the rest of the group how to replicate that referral opportunity.
We learned how to turn crappy referrals into gold by training our fellow members on what are good referrals for you.
So this week, continuing with referrals, let’s think about how our minds work, and that it likes to store things in neat little categories, and by helping your fellow members access this information they have stored in their heads, we can trigger more referrals.
Let’s use life events as an example, and in particular, the life event of getting married.
As soon as I ask you to think of someone that just got engaged or someone that is going to get married, I bet each of you thought of at least one couple.
And there’s 80 of you, so that might end up being 800 referrals total referrals for people in Elevate.
When a couple decides to get married, of course they need …
- our photobooth guru, Jon Lemon,
- and our makeup artist extraordinaire, Sharon Becker.
- and Carol Offman, our custom jewelry designer for a beautiful ring
- and Simone, our dance instructor, to help them with their first public dance together
And maybe this couple wants to buy a new apartment to start their family, and that means we have a referral Josh Doyle, our apartment sales broker.
And we might have a referral to Zain Chamoun, our apartment rental broker, to rent the two apartments being vacated.
And we might have a referral to Steven Bailey to help with the residential moves.
And we might have a referral to Mike Nerenberg, as the real estate attorney that can handle the closing.
And we might have a referral to Heshy Feldman to provide title insurance for the new apartment.
And we might have a referral for Mike Vrlarku to help them finance their new home with a mortgage.
And we might have a referral to Joe Lupo to do the interior design of the new apartment.
Oops, I made a mistake. That was 11 referrals times 80 members. Sorry.
Other life events are things like …
- Having a baby
- Getting a divorce
- Getting a new job
- Getting a bonus at work
- Starting a business
- Retiring from work
What other life events can you think of?
You should make a list of every life event where you can help and then prepare commercials around these life events to help trigger more referrals.
If you do that, I guarantee that you and your fellow members will all make more money.