31 min
Taking Care of Business by Taking Care of People The Ninja Selling Podcast
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- Entrepreneurship
In today’s episode, Matt and Garrett talk about the referral tree, a handy little system that helps your flow and helps you discover who your true raving fans are. Real estate agents running a referral-based business have a way of keeping track of the people that have taken care of them in their business, but many people do not have a clear way of going back to all the people that have given them these gifts over the years. It’s important to analyze what has caused your business to be what it is, what has caused referrals to pour in, how you can take care of these people, be in their world and reconnect with them, and that’s precisely what our experts run through with you here today.
Our hosts explain that managing a database can be hard enough, depending on how you do it, but it is something you definitely need to keep track of. They explain referrals and introductions, as well as the risk that the person is taking by handing you a referral. They delve into how we should treat the people who refer business to us, what the foundation or structure of the referral tree or garden looks like, and which people should get your real estate reviews every year. Matt shares a book called Embracing the N.U.D.E. Model, explains that the number one reason people make referrals is that they know you are going to make them look good, and encourages you to look for opportunities to create social proof without looking for sales. Today’s conversation highlights that these referrals are an opportunity to show rather than tell, and emphasizes the importance of starting to make your referral tree and, just as importantly, to keep taking good care of it.
Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.
Episode Highlights:
How to discover your raving fans. A way of keeping track of the people that have taken care of them in their business.
Managing a database and drawing lines between relationships. What is a referral? The difference between a referral and an introduction. The intention and need of the person being referred. How we should treat the people referring business to us. What does the foundation or structure of the referral tree or garden look like? The simplest thing you can start to do with a referral tree. Embracing the N.U.D.E. Model. The reason people want to refer. Creating social proof without being looking for sales per se. Referrals are an opportunity to show rather than tell. Getting down to making a referral tree. How referrals are made versus word of mouth versus introductions. Taking good care of the referral tree.
Quotes
“The more connected you are, the more social you are.”
“What I love about the referral tree, per se, is you get to go back and say, ‘Okay, Matt Benelli just gave me a referral. How in the world did I meet Matt? Matt was referred to me through somebody interesting.’ Another branch like this is a new offshoot going back towards the trunk.”
“The stronger a referral is made, the better the referral is handed off. Word of mouth versus actually making the connection creates social proof around why Garrett is referral-worthy.”
“Where I usually watch referral-based businesses grow exponentially every year without getting very expensive to run, is because those referral bonds do get stronger and stronger. The more social proof they have, the more that they can see the good work done.”
“
In today’s episode, Matt and Garrett talk about the referral tree, a handy little system that helps your flow and helps you discover who your true raving fans are. Real estate agents running a referral-based business have a way of keeping track of the people that have taken care of them in their business, but many people do not have a clear way of going back to all the people that have given them these gifts over the years. It’s important to analyze what has caused your business to be what it is, what has caused referrals to pour in, how you can take care of these people, be in their world and reconnect with them, and that’s precisely what our experts run through with you here today.
Our hosts explain that managing a database can be hard enough, depending on how you do it, but it is something you definitely need to keep track of. They explain referrals and introductions, as well as the risk that the person is taking by handing you a referral. They delve into how we should treat the people who refer business to us, what the foundation or structure of the referral tree or garden looks like, and which people should get your real estate reviews every year. Matt shares a book called Embracing the N.U.D.E. Model, explains that the number one reason people make referrals is that they know you are going to make them look good, and encourages you to look for opportunities to create social proof without looking for sales. Today’s conversation highlights that these referrals are an opportunity to show rather than tell, and emphasizes the importance of starting to make your referral tree and, just as importantly, to keep taking good care of it.
Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.
Episode Highlights:
How to discover your raving fans. A way of keeping track of the people that have taken care of them in their business.
Managing a database and drawing lines between relationships. What is a referral? The difference between a referral and an introduction. The intention and need of the person being referred. How we should treat the people referring business to us. What does the foundation or structure of the referral tree or garden look like? The simplest thing you can start to do with a referral tree. Embracing the N.U.D.E. Model. The reason people want to refer. Creating social proof without being looking for sales per se. Referrals are an opportunity to show rather than tell. Getting down to making a referral tree. How referrals are made versus word of mouth versus introductions. Taking good care of the referral tree.
Quotes
“The more connected you are, the more social you are.”
“What I love about the referral tree, per se, is you get to go back and say, ‘Okay, Matt Benelli just gave me a referral. How in the world did I meet Matt? Matt was referred to me through somebody interesting.’ Another branch like this is a new offshoot going back towards the trunk.”
“The stronger a referral is made, the better the referral is handed off. Word of mouth versus actually making the connection creates social proof around why Garrett is referral-worthy.”
“Where I usually watch referral-based businesses grow exponentially every year without getting very expensive to run, is because those referral bonds do get stronger and stronger. The more social proof they have, the more that they can see the good work done.”
“
31 min