Elevate is a networking community organized to help our members make more money through structured collaboration and referrals.
Every week, I talk about the millions of dollars we make, but this week I’m going to talk about all of the money we’re leaving on the table.
Many of us, including myself, ask for direct introductions to clients who need our services, and that’s a profitable tactic.
But the biggest pile of money that we are leaving on the table is by not using Elevate to meet power partners.
Here’s a mini case on what I discovered on a 121 with Chris Eslami, our alarm system professional.
First, of course, we are going to refer Chris to any person or business that needs an alarm system.
That’s easy.
And Chris should keep reminding us of this easy introduction.
However, we discovered that when alarm systems are installed, the cost of property insurance premiums are much lower because this protection is in place.
So we got to thinking what if we got Chris a bunch of introductions to property insurance brokers, but the key to success was coming up with a solid ‘what’s in it for them’ to want an introduction to Chris.
How do we make it a win-win-win?
Well, property insurance brokers win when they sell more policies.
People that own property win when they save money on property insurance premiums.
And of course, Chris wins when he sells security systems.
But the crucial idea here is that Chris will help these people get what they need first, before he gets what he needs second.
Now that we understand what this power partner referral is, the next step was that Chris needed to write a strong email that we could quickly copy,
paste and send within a few seconds when we try to introduce him to the insurance brokers that we know.
So here’s what we came up with:
Dear John,
I hope all is well with you.
I just had a great conversation with my security guy, Chris, and I thought about you.
He mentioned that insurance brokers love working with him because he helps them write more policies because his central station burglar and fire alarms make insurance rates more affordable.
So this would be a win for you, but more importantly this would be a win for your policy holders.
Please let me know if you would like to meet Chris, so you can see if it’s a good fit.
Now Chris won’t achieve 100% success on these introductions, but if he picks up just one solid insurance broker as a partner per quarter, and they refer him to all of their property insurance clients, this will be a massive stream of revenue.
So keep asking for long hanging fruit and direct introductions to clients, but start asking for introductions to power partners, and I guarantee that you’ll more referrals and … make more money.
