One of my favorite things to do is to refer prospects to people I know, like, and trust.
I consider myself a loyal person (sometimes to a fault).
Loyalty is a quality I appreciate in others as well.
What I’ve learned through the years as a super connector is that loyalty has to be about more than just personalities.
You can’t just refer prospects to people you like, even if they’re freakin’ amazing at what they do.
Not everyone is a good referral match.
So instead, be loyal to bringing value to your relationships, not just to one certain person.
It does no one any good if you refer a mismatched prospect to your favorite attorney, just because you like him. It just wastes time and it costs you credibility in two relationships (or more).
That’s why you can never have too many partners on your referral list.
There is no one-size-fits-all solution to any problem.
Look at how many grocery stores there are. Which do you prefer? Why? Because you do!
It might not make any sense to the person who is loyal to that chain’s competitor, but it doesn’t have to. It’s what you prefer.
We’re quirky that way, we humans.
Sometimes we’re logical and use Android devices. Other times…not so logical (oh, calm down, Apple people, I’m kidding…or am I?)
You get the point.
We need variety. No brand, service, or company can be everything to everyone.
So stack your list!
Build your referral list from the ground up. Think of it like a cookie jar. The more variety of cookies you fill it up with, the more people you can feed.
People like and need what they like and need.
Stack. Your. List.
Your prospects will have different needs, styles of communication, and locations.
Load your referral list with people you know, like, and trust, so you can be a resource to your entire network:
When you realize the true value of your referral list, and how it helps you be a constant and continuous resource to your network, you’ll never stop adding to it.
When you’re a resource to your network, you’re always top of mind.
Love your network. Love your referral partners. Be loyal to the value you can bring each.
Create an unlimited referral list.
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