In this episode, I get to sit down for an interview with Michael Griffiths, the #1 authority on Referral Marketing Training. Find out how you can grow your practice by building a great referral team that just keeps giving!
[:30] Jennifer introduces her guest for today, Michael Griffiths.
[2:14] How can we get more referrals?
[4:34] How do we get around to having conversations about strategy?
[8:40] Accountability to each of your profitability partners is crucial!
[9:15] If you're helping 6 people get 3 things done each week, you're also getting 18 things done for you in return!
[10:53] Michael shares a little about supergroups, also known as a powergroup.
[13:20] Is it possible to have multiple supergroups?
[15:13] What kind of members should you look to recruit as your profitability partners and supergroup members, and how do you decide who should be in which category?
[17:29] What other factors should you consider, when picking people for your referral team?
[19:30] There are three other groups you should have, to increase your referral rate. First, have 12 cross-promotion partners.
[21:30] Content-distributors is another group to help increase your network reach.
[22:18] How is content-distribution different from cross-promotion?
[23:08] Affiliates are the last group, but paying for referrals is not something we are able to do in the lending space.
[25:51] There are two reasons why most referral relationships just fizzle out and why people don't generate as many referrals as they should — communication, and we don't train our partners.
[27:50] Jennifer finds being stereotyped as a mortgage lender, the most challenging part of getting referral partners. Does Michael agree?
[31:56] What does Michael have to say to people who think they're not going to the right places to network.
[34:54] There is a lack of understanding of the actual referral process. What are we missing in the actual referral process, that could help us convert more of the referrals?
[37:25] You can get a training manual to train your referral partners to be good referral partners, at referralmarketingguru.com.au/manual
[39:25] Thanking people for great referrals is important — how you do it can extend the life of the relationship, or kill it.
[41:14] How does the supergroup relate to the referral process? How do we get to know our group members more intimately, to be able to relate to them better?
[42:16] Visibility is not all that. It's about using your networks correctly.
[46:21] What can we do with the clients we already have?
[00:49:21] Michael leaves us with some words of wisdom — it always starts with the way you think.
[50:55] What do you do, when you feel like you give but don't receive?
[52:27] Check out Michael's website for a whole lot of great stuff to help your business!
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