So How can we help others in their businesses?
a. One way we can help others in their business is sharing ideas to help them in their business – So you don’t have to always make referrals to people to help them in their business. You can impart some personal knowledge that you have about their business or maybe you know someone in the same industry as the person you are speaking with and the person you know in that industry, did something that was really successful that you can share.
b. Another way we can help others in their business is learning about what makes a great referral to them. Simply ask them, what is a great referral for you?
c. Another way we can help others in their business is of course making direct referrals to them
d. This next one takes time to develop, but always be thinking of who you can refer when someone you know asks about a product or service that they need or that they are looking for.
e. Another way we can help others is creating opportunities for others – Let me give you example. A residential mortgage broker I know does not do construction loans. This mortgage broker who does not do construction loans got a call from a prospect who wanted a construction loan. Instead of saying he was sorry and that he does not do construction loans and then hang up like most people do, his first comment was a question. Have you chosen a contractor yet? The answer was no and it resulted in a $700,000 referral to a contractor. That is what I mean by having a giving mindset and creating opportunities for others!
f. Another way we can help others is finding them chickens - What are chickens? Chickens are not direct referrals for the person you are trying to help but are contacts that you have that could result in referrals for the person you are trying to help. Let me give you an example. A Real estate attorney frequently gets referrals from a real estate broker. You’re speaking with that Real estate attorney and you know a real estate broker. You then refer the real estate broker that you know to the Real estate attorney. The real estate broker that you know is a chicken (a potential source of referrals for others) and in this case a potential source of referrals for the Real Estate Attorney.
