00:00:00:00 - 00:00:05:00 00:00:05:00 - 00:00:09:08 Unknown How are we doing this morning? 00:00:09:10 - 00:00:33:22 Unknown M h I r o Lee. Hey, Lee. How's it going, man? Pretty good. How you been? Phenomenal. Remind me who you're with. Well, I was previously with a, with a software systems company, but now I am working as a marketing director for a local roofing company. So? So I work with the company that was in AC's network recently. 00:00:33:24 - 00:01:00:16 Unknown Good. Where are you located? Jacksboro, Delaware. Delaware. Okay. Yeah. Beach area. East coast. Awesome. Cool. Awesome. Mr.. David Ray, look at you. Right up here in the house. How are you doing, sir? Phenomenal. Yay! Hey, I'm glad the Stephanie's on here. I might get Stephanie to, to chat with us a little bit. If she can later. 00:01:00:18 - 00:01:32:21 Unknown Kirk it. Angie on the move. Hey, guys. Awesome. Hey, I'm going to be having dinner. Probably tonight. What? Who's in the back seat back there? The smartest young ladies in the whole world. Hey, so let's have you guys, want to join us tonight? For, just a quick dinner. Probably go to parties or something. Send me a text. 00:01:33:01 - 00:01:59:17 Unknown Okay. If you're going to be around. All right. Okay. Well, let's get started today. We're probably. I don't know this for sure, but we're probably going to run a little early today. We normally go for 90 minutes. But we normally have, coaching afterwards, feed back afterwards, and, Sherry Perry is actually teaching desk for me today. 00:01:59:19 - 00:02:25:21 Unknown Santiago and the rest of the crew are getting ready for our big event that starts tomorrow morning. And, Mr. Rick Jones is either in Houston with his family somewhere or enroute. I'm not sure. My son Christian's on the team, so y'all got just me today. Like, we're going to have fun and not even tell him about it, right? 00:02:25:23 - 00:02:52:03 Unknown John, how you doing, sir? Good. See Mr. Jarrett there. We need to get together here. And, Well, we already did. We had a call. That's right. Okay, so I need to get an update from you. Just look at him. All right. What's up? Michael? I got to get me some stylish headphones like this. Like. 00:02:52:05 - 00:03:03:07 Unknown Good morning. I don't know, like, look at curtains. Like I'm. I'm with you. I don't know about to use them, but, you know, be cool to have them. What's up? George? 00:03:03:09 - 00:03:36:07 Unknown You know, I have the same Mr. Ziglar. Only had one regret that he ever shared with me anyway. And that was that he could, wasn't able to personally get to know all the people who loved him. And they knew about him. They knew everything about him. But he and I think about them, and that was his biggest regret that he couldn't. 00:03:36:09 - 00:04:08:06 Unknown You know, get to know people that that followed him and, that, the last time we had him live, we had a workshop about 100 people there. And, you know, of course, everybody wanted to meet Mr. Ziglar. But the line cut slowing down because not because people were asking him too many questions, but because he was asking them too many questions. 00:04:08:08 - 00:04:35:06 Unknown He just want to know about, Tell me about your wife. Have you written a book yet? You know, and all the normal questions. And we're like, Mr. Ziglar, you know, was 83 more people in line. We got to, you know, and, so I kind of feel like, so those of you that I'll be here, tomorrow and or Thursday and Friday, look forward to seeing you and meeting you in person, getting to know you a little bit better. 00:04:35:08 - 00:05:03:00 Unknown And those of you who are not well, whether you are, you're not. Go ahead. Mark your calendar for July 23rd through 25th is going to be our summer leadership and family retreat in Clearwater Beach, Florida. It's going to be off the charts and, it's going to be a regular conference, but we're gonna do some things over there. 00:05:03:00 - 00:05:22:08 Unknown First of all, you bring your family and, we're going to build them up. We got some new stuff that we're going to, share with the kids. And the young people, the teenagers. So bring your whole family. They'll be encouraged. We'll have some fun in the sun. And we got to get that web page up sometime next week. 00:05:22:10 - 00:06:01:03 Unknown We already have the hotel week. We'll get that out to you. Also probably by the end of this week. And, the reason that we get together, by the way, is because everybody who, is. Inspired by this group, people who stay with us, people who grow with us. Let me put it that way. I always say the same thing when I ask them, you know, what's your biggest, what's the biggest benefit of being in our circle? 00:06:01:05 - 00:06:25:17 Unknown They always say the same thing. Even if, like Mister Jim McDonough, I'm glad he's on here today. Because with what I'm going to share with you today, he has grown his business by 800%. He doubled his business for a time. So, I shouldn't do math without a calculator, but I think that comes out to 800%. Something like that. 00:06:25:17 - 00:07:14:14 Unknown Anyway, Wow. And that's great. Great that you make more money. Great that you get more clients, great that you, do all that stuff. But what people tell us more than anything else is that it's the community that is the most valuable to them. Because the truth is, is that maybe the things that are happening from the stage we got, we got some of the best speakers in the world who come and and best trainers in the world, and always learning something new, but many times it's the person sitting next to you at the conference that you learned something from, you know, that have practiced what it is that you're, you know, you want, 00:07:14:16 - 00:07:45:08 Unknown you want to get get better at, you know, so, the, the the thing is, is that our summer retreat with the family there, with the kids there, with the teenagers there, it's just special, okay? And no amount of business success can compensate for failure at home. We're going to learn how to deal with the the mind junk that happens when they learn how to deal with the external change that comes. 00:07:45:10 - 00:08:21:06 Unknown Change is constant. Growth isn't automatically constant. But when you stay plugged in, the community, then your growth is more consistent. Yes, sir. Yes. Well, how do you feel about that? Brian, how you feel about that? I wake up, there's Woody. I got a thumbs up from Woody. Michelle, your favorite CPA, probably. I'm guessing driving across Texas to be here tomorrow. 00:08:21:08 - 00:08:34:06 Unknown Yeah. There you go. Okay. All right. All right, let me get, my slides up. 00:08:34:08 - 00:09:01:06 Unknown We are in a, marketing series. I need a yes and a yes from somebody. Yes. Okay. You can see my slides. You see them? Tangent. We are in a. Thank you, Stephanie. We're in a, series called, 00:09:01:08 - 00:09:31:20 Unknown Phenomenal marketing systems and, the idea is, is that we want you to have a consistent system to attract prospects to your business, and we want you to be able to take that marketing to the next level. And the dollar marketing delivers a meaningful experience. We want you to understand. 00:09:31:22 - 00:09:58:06 Unknown How to create a brand a brand experience that engages the right prospects, educates them, entertains and serves them. And then, how to have a phenomenal marketing system. There's a group of working parts that duplicates results consistently and. 00:09:58:08 - 00:10:26:21 Unknown Here's what I want to know. I want to know if you're not driving, type, if you have more business than you know what to do when you don't want any more business, you can't take any more business. You want to hide from customers, type in. That's me. 00:10:26:23 - 00:11:06:15 Unknown Mr. Don Schmidt, coming all the way from Amsterdam. Hopefully I'll finally get over there this year. Lord willing. Amen. Yeah. Listen, even if there's. And we do have members that that's their reality. But even if that issue was you, what can you do with your marketing to upgrade trade the experience if you have, if you had too much business, do you have the right kind of clients? 00:11:06:21 - 00:11:37:01 Unknown Do you need to change the game a little bit? Do you need to raise your prices even more? Right. Can you do some things to your brand that make it even more exclusive? So listen folks, we're never done, okay? The bad news is you're never done. The good news is, is that the more Mr. Ziglar said, the more you learn about any subject, the more creative you can become. 00:11:37:07 - 00:12:02:19 Unknown We're about to launch the market master marketing Mastery Summit and I want you to be a marketing master. So what? What can a master do? What could a black belt do that a white belt can't do a lot, but they're the basic principles. So I'm starting to teach the whole conference right here. Let me stop doing that because I'm excited about it. 00:12:02:19 - 00:12:21:16 Unknown I'm excited to share this because when you get good at something, your experience, it's something you've practiced enough. It's something it's not magic, but you know how to you know how to make decisions. 00:12:21:18 - 00:12:54:13 Unknown Brenda Jones, senior Grand Master Brenda Jaswal, highest ranking American female intake window in the world is my client is Rick Jones, wife and those guys break bricks with their bare hand. Did they do that the first time they came to me? I don't think so. But over time, they learn how to do things that look crazy to other people. 00:12:54:15 - 00:13:21:16 Unknown How do you grow by 800%? How do you. Stephanie, what I'm going to show you today, Stephanie, Jeremy and Stephanie, because Stephanie decided to take this stuff seriously. They grow their business to over $1 million and sold it for a ton of money. They were able to retire at a young age because they took what I must share with you today seriously. 00:13:21:18 - 00:13:47:23 Unknown So one of a couple things that's going to happen. Remember, I am your your chief marketing, sorry. Your team marry them, your team reminding officer I got marketing on the brain this week. Like marketing, marketing, market every day marketing. And I'm your team reminding officer because even though you think you know about referral marketing, here's my question. 00:13:48:00 - 00:13:52:18 Unknown What are you doing with it? 00:13:52:20 - 00:14:23:23 Unknown So one of a couple things happens, you know, that'll never work in my area. One of the biggest excuses that keep people from success, we judge something before we try something. Okay. You you you. Stephanie could have easily quit even after she decided to do it, because it was an easy. But what's your alternative? So you can one of three outcomes. 00:14:24:00 - 00:14:51:07 Unknown Well will happen. You'll say you'll dismiss it and say, oh, it's not going to work for me. Not going to work in my area. We have a member right now who's making that excuse. Oh, well, that doesn't work in Miami. Really? That's interesting because I know people in Miami that are doing it and it works. Second outcome might be. 00:14:51:09 - 00:15:13:04 Unknown Yeah, I know I should do that, but yeah, that's kind of like, that's a lot of work or I'm afraid to do it or or, you know, I know I should do it, but I don't get around to it. Ladies and gentlemen, we'd better introduce some pain, some desperation, so we can get some inspiration. 00:15:13:06 - 00:15:28:09 Unknown Because that's why you're here. You're here because the FTI is a real problem. So we got to figure that out. 00:15:28:11 - 00:16:07:01 Unknown But I hate, to teach these proven strategies, these proven systems like referral marketing. We generated $1 million in referrals last year, over $1 million in referrals, business we didn't have to pay for. We didn't have to advertise for, not against advertising. But you need to be smart about that to how you do it. So either you'll dismiss it, it won't work for me, or you won't implement it. 00:16:07:03 - 00:16:36:18 Unknown Or the third outcome is you'll implement it, you'll stay with it, you'll figure it out, you'll work it out and get the nominal results. So door number one, door number two or door number three. Which one? Number three. Okay. There's no end to this. There's this is when you start practicing this and you practice it over a long period of time, there is no end to it. 00:16:36:21 - 00:17:23:18 Unknown So let's talk about we'll talk about the difference between referral marketing versus traditional marketing. One of the one of the people that's, speaking, this conference is a young lady from gift ology. And they have a statement that relationships will take you places that marketing can't all business, all life is about relationships. So my definition of referral market is the process of building a network of sources, not just one source, not just your client base, not just, you know, asking people for a referral. 00:17:23:18 - 00:18:00:12 Unknown I don't even ask for a referral. Like that's one of my rules. I don't ask for referrals. We tell people what happens when they refer us, but I don't ask for referrals. We don't get names, take names and call people. We don't even do any of that stuff. It's a it's a process of building a network of sources, referral sources, referral partners, your client base, your entire client base is one of those sources that will refer keyword multiple clients to your business. 00:18:00:14 - 00:18:24:24 Unknown Behavior rewarded as behavior repeated when someone takes that step and begins to refer you, and they get rewarded by the fact that you took care of their client, you helped their client and they got a reward for doing a behavior. A reward is behavior we repeated. Now they repeat the process. Then they get in the habit of referring. 00:18:25:05 - 00:18:56:12 Unknown I remember one of my top referral sources is talking about. He used to come and speak some for me years ago. Kirby Lammers and. We're still good friends. I just I never really see him anymore, but, but, he said when somebody asked me about, this industry, you know, the industry that I started in, like, just it just comes flying out of my mouth, you know? 00:18:56:14 - 00:19:25:17 Unknown You didn't call Howard. Call. Howard call. You know, just like it's just, like, automatic. That's what you want. You want to position yourself as the go to person. So the referral sources that already have your clients, your perfect target market clients will do the work for you. 00:19:25:19 - 00:20:09:06 Unknown Telling this best thing since sliced bread. On the one hand, I'm happy that not many people know about it and talk about it. On the other hand, I'm kind of sad about that. Like, very few people teach this nowadays. Okay, so here's the ten reasons that referral marketing is more effective than paid ads. There is a there are times there is a time to do paid ads, but even people who are doing paid ads need to take care of their referral relationship marketing number one, the network is unlimited. 00:20:09:06 - 00:20:31:16 Unknown In other words, what I mean by that is like once people start referring you and then those people refer you and those people refer you, you just, you know, there's no end to it. I mean, you would have to once you get this going, you would have to literally start working against yourself to, to keep it from, you know, continue to populate. 00:20:31:18 - 00:20:54:22 Unknown But with an ad, once you start paying for the ad, what happens? You start getting leads. Number two, you get a steady stream of new clients. Let's say you have a brilliant ad. Let's say that you have something that really, really works. And you're going to get all the phone calls, all the leads at one time. You're going to be scrambling. 00:20:54:22 - 00:21:28:04 Unknown We we used to do some radio advertise. That worked well for a while. And the reason that it worked well, by the way, is because the host of the radio show was basically a referral partner or a referral source. He was a home improvement expert. Everybody took his word as gospel. It was it. At the same time, we were placing ads on other stations and didn't get the same response. 00:21:28:06 - 00:21:46:23 Unknown But we got all the calls at one time and the ad ran and boom, all the calls coming in. So we're just like, you know, we're running all over the place with referral marketing. People are just referring you, just getting steady calls, steady leads coming in all the time. Number three, they're a higher quality client. Why? 00:21:46:23 - 00:22:22:21 Unknown Because price shoppers don't seek out a referral price. Shoppers look for the lowest price. The easiest way, the least resistance. They're pre-qualified. Why? Because you're going to train your referral sources. This is, who is a good fit for us. And with y'all, everybody here agree that when someone is referred to you, there's a higher level of trust. 00:22:22:23 - 00:22:46:18 Unknown Go like this for yes, 100% because someone they trusted told them to use you, referred you to them. And by the way, you have a higher trust level for them because this is also someone that you trust. 00:22:46:20 - 00:22:58:21 Unknown Ladies and gentlemen, the most the most valuable currency on planet Earth is trust. 00:22:58:23 - 00:23:15:22 Unknown Seth Godin talks about that. That's the highest value currency. Say, zig said, if people like you, they'll listen to you. If they trust you, they'll buy from you. 00:23:15:24 - 00:23:35:14 Unknown Number six reduces competition. Why? Nobody very few people are willing to go out and do what Jim McDonough did. Very few people are willing to go out and do what I did. Very few people are willing to do what Stephanie did. 00:23:35:16 - 00:23:44:07 Unknown Question is, are you willing to do it? Are you willing to hire somebody to go out and do it? 00:23:44:09 - 00:24:15:21 Unknown Most people aren't willing to go out and do what's required. You know, when I'm teaching. A lot of my examples come from whatever I'm reading or whatever I'm watching. And right now I'm watching, the reruns, The Apprentice. Season. See, I watched season one. Season two. I'm almost done with season three. And you see a lot of, just a lot of lessons. 00:24:15:21 - 00:24:40:03 Unknown It's like Shark Tank. You get a lot of lessons about what to do, what not to do. The lady who's about to win season three, Kendra Todd. She's brilliant. It's brilliant. Marketer. And she did things that other people don't think about. For example, they were, selling, these limited edition t shirts. Then the art was created by an artist. 00:24:40:05 - 00:25:12:09 Unknown She had the artist email, all those people that lived in New York City, and they came piling into the t shirt shop. They were doing another, project that might have been there. It was pizza. She went to all the offices and got preorders, build her funnel. She used referral partners. 00:25:12:11 - 00:25:42:19 Unknown And one particular episode, those. This one guy who's pretty arrogant. And then it was, miniature golf thing. And the theme was a circus theme, and everybody had to dress up like a clown. He's like, I dressed up like no clown. I'm not dressed up like a clown. Listen, I have dressed as a clown. I've been Willy Wonka, I've been, Bubba the carpet cleaner. 00:25:42:21 - 00:25:47:21 Unknown I've been, what else have I been? 00:25:47:23 - 00:25:53:05 Unknown A lot of characters. 00:25:53:07 - 00:26:02:00 Unknown If you're unwilling to step out of the box, you gotta always be in the box. 00:26:02:02 - 00:26:36:01 Unknown The cost is low. What do you need? You need some materials. You need the secret weapon. You need some donuts, some cronuts, some chocolate, some pies, some cake. I mean, I've even tested, like, the lowest, least denominator, secret weapon, little packages of, of candies that you can get in bulk. Walmart or Sam's. Sam, a fat. 00:26:36:03 - 00:27:11:14 Unknown There's marketing is psychological. Marketing is emotional, not logical. And the the the reason the secret weapon food works so well is because human beings, our psychology tells us that if you give me something, I give you something. And by the way, if you feed me, we're family. When I first started going to Ziegler, when I went to their offices, there was a Whole Foods next door and. 00:27:11:16 - 00:27:33:13 Unknown And I would go over there and I got pizza, I got bread pudding. I got all kinds of treats. I bring the ladies flowers and things like they're having community around the food that I brought. 00:27:33:15 - 00:27:52:18 Unknown I don't care how much a box of donuts cost, by the way, they have these things called cronuts now, so it's, it's a combination between a cross site and a donut. They're, like, off the chain. You'd be famous if you bring those. Those out. 00:27:52:20 - 00:28:22:00 Unknown It's not the cost of the goodies. It's the return. And your returns could be very high. By the way, some of you may have heard this before. I'm your cro. I'm your chief reminding, officer. By the way, let me ask you a question. If you're an inner circle member and you know that referral marketing is the way is the path to seek the secret to record sales and profits. 00:28:22:02 - 00:28:50:20 Unknown Have you gotten on the Inner Circle website and watched all the videos on referral marketing? Oh, they're too long. I got, you know, I got distracted. I got, I didn't get around FTI. FTI listen, I'm willing to dress up like a clown, like Willy Wonka. Able to get me from here to where I need to go. 00:28:50:22 - 00:28:58:18 Unknown Are you or do you want to just try to take the easy way out? 00:28:58:20 - 00:29:37:19 Unknown You know, just try to get the. Hey, listen. No pain, no gain, no pain, no gain. So let's say that you offer a 10% referral reward and you pay, pay that out to every single person who refers you. That's a 10 to 1 return. Can anybody tell me, right now that on every single piece of your marketing, that you get a 10 to 1 return across the board every single time? 00:29:37:21 - 00:30:06:14 Unknown Anybody? But here's the beauty. The beauty is, is that because of the way we do our referral reward, which, if you don't know what I'm going to share in just a minute, we use the certificate. Less than half of those certificates get returned. So that's a 21 return on our marketing dollars. Anybody getting a consistent 20 to 1 return? 00:30:06:16 - 00:30:32:19 Unknown I don't think so. Referral partners, ladies and gentlemen, that's the bigger picture. The reward is not a bribe. It's just, it's just it's a reward. People should be rewarded when they take the time. Take the risk to refer you. And by the way, the returns are guaranteed. When you place advertising, you don't know what you're going to get. 00:30:32:21 - 00:31:06:16 Unknown Maybe you got to get a good return. Maybe you're not. But with referrals, you pay the referral reward after you get the business. Okay. And the time investment. I still have time. I don't have time. I don't have time. Yes, you do. Yes you do. What I used to do when I was in the field. Growing my service company as I was always ready to do referral marketing. 00:31:06:18 - 00:31:31:15 Unknown I had, suit jacket, a sport coat. I had my goodies with me. I had my brochures. I'm ready to make a stop at any time. I'll stop in there. Let me stop in there. Let me stop in there. And then we developed routes. Those of you who have been to our company, you've seen our routes and you've met our referral marketing reps. 00:31:31:17 - 00:31:58:17 Unknown Put somebody on at 20 hours a week and watch your business grow, grow, grow. Okay, casual referrals are not enough to build a phenomenal business. Doing good work is not enough. You need a system. By the way. Proper networking skills are a prerequisite. Learn how to dress right. Learn how to smile. Learn how to tie your shoes. Learn how to brush your teeth. 00:31:58:21 - 00:32:23:04 Unknown Learn how to shake someone's hand. You know, the crazy thing is, is that the people today don't even know how to properly shake a hand. It boggles my mind that I even have to teach this. And, I was talking to a member recently, and he said the first time I met you, you gave me a lesson, and, I never forgot. 00:32:23:04 - 00:32:50:11 Unknown I said, really? What was that? He said, the very first time I met you, you you you showed me how to shake a hand. I said, really? Because he just about squeeze my hand off. And I was like, whoa, whoa, whoa. I'm mean. Like, I'm not that way, right? So some guys, they like, you know, ego just like there's a proper way to shake a hand. 00:32:50:13 - 00:33:12:10 Unknown Whenever Donald Miller finally approves my book, Referrals Made Simple, there will be there's a section in there that teaches you how to shake a hair. How about your team members? How about you referral markers? How about the people on your team? Shouldn't they know how to shake a hand? When to shake your hand, not to shake your hand? 00:33:12:15 - 00:33:34:08 Unknown Yeah, it's a simple thing. But man, there's a lot that happens in a handshake. I probably write a whole book just on that. You ever got the slimy hand? Somebody that washed their hands like, oh, you ever got the cold hand? You know? Okay, so you need to know how to build rapport quickly, how to ask good question. 00:33:34:11 - 00:33:49:21 Unknown How to shake a hand, how to dress, how to act. Number three, have an effective referral relationship program. That's a referral. Sources. Look at this little guy Bo chicken. So big. 00:33:49:23 - 00:34:22:15 Unknown Hi, honey. One year already Howard. Oh my goodness. How does that happen? All all the time? I don't know, it just flies high sugar. But you were standing next to my door and I couldn't ignore, bring her on lesson. This is all about family here. Have an effective referral reward. Speaking of family, Stephen, is Charlotte with you? 00:34:22:17 - 00:34:29:17 Unknown Hi. Sure. What's up? Jeremy? 00:34:29:19 - 00:34:56:23 Unknown So Shar wants to be a phenomenal business coach when she grows up. So what I'm talking about. And by the way, I have her on video quoting her mom. Oh, God. Oh, boy. Just the first with the first part. Okay, he stands up. I said, so tell me, tell me how your mom and we did a dream week together. 00:34:56:23 - 00:35:32:22 Unknown They did the dream. We got the dream day with them and she stands up. She says never ever lose a client. Is that true? Show yourself. Video. Woo! Oh, good. All right. And then have an effective referral reward program okay. So first target Prime, referral sources once source is your existing client, does one big source, go through your database, go through your invoices, go through your appointment. 00:35:32:22 - 00:36:05:22 Unknown But wherever you have this information and target referral sources that have already used your service or they've already referred you in the past, there's also relationships that you have. Maybe you have a relationship with someone who could be a referral partner, but you haven't had the conversation with them yet. Okay. And by the way, the multimillion dollar phrase, the conversation is, I have, some ideas of how we can help each other. 00:36:05:24 - 00:36:38:18 Unknown If you position yourself well, you position yourself as someone who's referable, someone with a good reputation, someone who's trustworthy, who is knowledgeable and has a good business. They're open to that conversation. And then there are opportunities that exist in your circle of inputs. Maybe a part of a being, maybe a part of some networking group. Maybe you go to you're in some kind of mastermind or something. 00:36:38:20 - 00:37:09:20 Unknown There are people in those groups that, they have the opportunity to become a referral partner. So create your referral source list, and then start adding value to them. Of course, the secret weapon is a biggie. Educate their staff. One of the things that you want to do is teach their staff how to, not just refer your company, but how to talk about your industry. 00:37:10:00 - 00:37:39:15 Unknown Every industry, there's hidden information, whether it's rude thing like I did, a dream day with, with, Edwin and his wife, down in Destin on Saturday. And Darren roofing. And he was I was asking him like, what are some of the things that happened less, you know, this, right? So, so what are some of the things that the average roofer doesn't do right. 00:37:39:17 - 00:38:08:01 Unknown And so that's one of the things you educate your referral partners, educate your prospects, educate your customers on to set yourself apart, and then you educate their clients for them or with information, give them a free call offer, transitional call to action, whatever your download is, whatever your, your free trial is, everybody should have that to help them solve problems. 00:38:08:03 - 00:38:41:05 Unknown And then, of course, let them know about your referral reward program. And most of all, build relationships. Build relationships with people who are in a position to refer your business. They may not refer you right away. It may take them a while to warm up to you. Maybe they already have a relationship and that special note your best referral sources. 00:38:41:07 - 00:39:06:04 Unknown Are usually the hardest to land. And take the longest time. If they've been in business for a long time, they got some I rely on, but you're just there in the wings. You're like, less brown. When he, wanted to get on the air and he was, he was, he was like the the coffee boy, you know, he's like the gopher and, down in Miami. 00:39:06:06 - 00:39:40:10 Unknown And the deejay was an alcoholic. And the deejay, you know, one Saturday morning, he cut, you know, drinking and drinking and drinking and his bad. And, the station owner called up and told Les Brown to call one of the backup deejays to come in there. He said. He said to himself, I ain't done that like so. As soon as I'm getting on the air, it's so when this guy couldn't, you know, handle it anymore, he slipped in and, man, he he took over. 00:39:40:10 - 00:40:11:03 Unknown Became a famous DJ in Miami, which led to his public speaking career. How do I get on that subject, anyway? Oh, be waiting in the wings right. It's okay to be second. Sometimes your, top referral sources will test you. They'll give you their most difficult clients. See how you do, how you do with it. Well, that happened to me one time. 00:40:11:05 - 00:40:36:00 Unknown Let's give them Jesse Borger and just see how he handles it. Their most difficult client. She loved me. She loved us. We became her favorite. They're like. How do you do that? 00:40:36:02 - 00:41:08:23 Unknown Give me your most difficult client. Give me your most difficult. The other thing is, I ran to problems that other people were running from. Give me your most difficult situation. Technically, if nothing else, we'll both learn from it. And I'd call in experts like, hey, we got this now. You know, my first business was in, is in flooring and, you know, high end, oriental rugs, natural stone floors and carpets, upholstery and things like that. 00:41:09:00 - 00:41:35:04 Unknown And so that's what we're dealing with. There were all these problems that would crop up with floors. And so we go look at it. Now, let me bring in the education. Let me bring in the experts to help solve the problem, which, by the way, if we ever encountered a problem, it was it was great to have that network on hand to help us get out of hot water if we did something wrong, or if the client thought we did something wrong. 00:41:35:06 - 00:42:03:07 Unknown We had a really high end client who had a new house and and, Austin. We cleaned about two oriental rugs for him here. He took him up to Austin. He said these rugs discolored our wood floor. And, I mean, this is like $100,000 worth of wood floors, and I'm. Break it out. So I started calling my network. 00:42:03:09 - 00:42:41:23 Unknown How old are the floors? How are they treated? Turns out that you don't put rugs on that type of floor until it's cured. You got to wait, like six months. So sure enough, they took the rug, rugs up, everything cleared up. We're all good. Listen, all life is about relationships. Our business is about relationships. Learn how to build a powerful network so that anything you need. 00:42:42:00 - 00:43:05:22 Unknown I'm trying to get a big speaker for one of my conferences. I'm working on two of them right now. So I just texted a friend yesterday and she goes, oh, I actually know him. I say, hallelujah, and she loves me. So now when I get the investment, that might be a different story. So we'll see. So I'm not going to tell you who it is yet okay. 00:43:05:24 - 00:43:16:12 Unknown Number one dress for phenomenal success. Remember that for some reason. 00:43:16:14 - 00:44:03:24 Unknown This is weird. Remember that 55%? Communication is body language. How you, your appearance, how you dress, how you stand, how you shake someone's hand. 38% is tone of voice and only 7% is words. If you're married, let me prove it. Have you ever slept in the old? The the old? Bad habit. Lobby. 00:44:04:01 - 00:44:08:02 Unknown Lovely to. 00:44:08:04 - 00:44:23:02 Unknown Or you could say, love you a little more emotion, a little more, you know, a better tone of voice. Or you could just say love, you know, with a big hug. Right? 00:44:23:04 - 00:44:55:12 Unknown That little baby right there. Diane. I'm sorry. Remind me her name again. Thing. It's heart. It's just, you know, f I n been okay. Yeah, yeah. So, what have you just told? Thing like I love you. Sorry. I love you. No. Oh, I love fine. Yeah, I love you. Yeah. I love you, too. No, I love you for. 00:44:55:14 - 00:45:24:18 Unknown And then you pick her up, give her a big hug. I love you, but that's. Now you got the whole package? Yeah. Now I tell Gigi that, you know, I need ten hugs a day. And so if I'm out of town for, like, three days, that I'm in a deficit for about 30 hugs and she is a d, I. 00:45:24:20 - 00:45:44:20 Unknown So more and more of that D is coming out. She'll like to be hugs him I be kissed on the cheek and she's like slobbered on me, you know? And so, you know, a little bit of a mom, but but at the same time, if I just ignored her and I didn't hug her, I didn't hug Eli, then that'd be like, what's wrong with Baba? 00:45:44:22 - 00:46:12:19 Unknown Okay. All right. Number two, bring the secret weapon. You see this chocolate bar right here? My wife, Denise could get Antoinette. Penelope Partridge. Oh. Hang on a second. 00:46:12:21 - 00:46:41:16 Unknown Was it radio advertising? So she sold paid advertising. But guess how she sold more radio advertising than any other human being in Texas history, and was inducted the Texas Radio Hall of Fame by building relationships, by building a network. It was that just, you know, let me put you on the air. You make money. It was build a relationship. 00:46:41:22 - 00:47:12:17 Unknown So that was one Rick Jones, who had the award winning Dale Carnegie franchise right here in Houston. And she called on him and she continue to call on him, continue to build a relationship. Well, one day she brought this giant chocolate bar with their logo on it. Hello. Not her logo. Their logo. It's one of the things you learn from gift you. 00:47:12:19 - 00:47:52:11 Unknown And. The staff is passing that chocolate bar around. Said, man, y'all talk to her. So he brings her in. She closes the deal. They do a testimonial advertising program over the radio of past, graduates of of Dale Carnegie. Made a lot, got a lot of enrollments. But he refers to that chocolate bar as the $12,800 chocolate bar, because that's how much he spent in advertising. 00:47:52:11 - 00:48:14:04 Unknown Because that chocolate bar guy sent me a basket kind of like that right there and said, Dave Fry's a friend of mine. I know you guys know each other. If you give me five minutes over the phone, I guarantee you it'll be it'll be worth, worth, the conversation. I didn't call him, but I emailed him. 00:48:14:04 - 00:48:39:02 Unknown I said, okay, what's the deal? We ended up doing a joint venture together for several years, and we both made several thousand dollars a month on this joint venture. I'd still be using him today, but his customer service got so bad. I had a guy call on us one time at my service company, and he brought a remote control. 00:48:39:04 - 00:48:54:04 Unknown This guy's been to a seminar, okay? He brought a remote control yacht. About that big. It's about, about a foot and a half long. 00:48:54:06 - 00:49:19:20 Unknown But in order to get the remote control for the thing, you have to agree to a 90 minute presentation. I wanted that remote control. I thought, man, this is going to be cool. It'll be out there and Destin and like, oh, let's ride this way. The guy never called us back, never even followed up. There was no card, no information, no branding. 00:49:19:20 - 00:49:49:07 Unknown I'm like, you know, somebody ought to teach people about marketing. That was a joke. My wife didn't love my jokes either. But, Listen, a little goody bag, look at Em's. Did you know that you can get personalized Eminem's? If I live long enough, I'll write a book just on the secret weapon alone. Okay. Step three. Have a script. 00:49:49:09 - 00:49:59:20 Unknown Hi, I'm Howard with the novel business Coaching. Brought you guys some goodies. What's your name? 00:49:59:22 - 00:50:28:00 Unknown Listen, when you walk into an office, you're going to encounter potentially one of these two types of people. Either they're so busy, they ain't got time for you, or they don't care about making time for you. But when you say, I brought you guys some goodies, I appreciate your referrals. All of a sudden they busy anymore all of a sudden. 00:50:28:02 - 00:50:45:19 Unknown How do I get some of that pie? How do I get some of that cake? How do I get some of those chocolates? I'm Howard with the novel business coaching. Brought you guys some goodies. I appreciate your referrals. By the way, what's your name? 00:50:45:21 - 00:51:14:09 Unknown They're going to assume that someone in the office refers, and then she goes, well, why don't you put that in the breakroom? I'm like, remind me where that is. I've never been there before in my whole life. And then guess what's going to happen? A referral partner, a potential referral source they can send you. All kinds of business is going to walk by that, breakroom. 00:51:14:09 - 00:51:52:07 Unknown The reason I used to wear a sport coat is I put all my materials in my jacket pocket, like my brochures, my free trial offer card. Because if you walk in with materials, you're a salesperson. You walk in with food or Starbucks coffee or cronuts or whatever. You a Krispy Kreme, you're a friend. You're automatically family. Hey, just put that back on the bright green and within 15 minutes or less, you're going to have a referral source that can feed you for the rest of their life. 00:51:52:07 - 00:52:01:24 Unknown The rest of your life. For free. 00:52:02:01 - 00:52:31:18 Unknown Well, what if my referral sources aren't local? You send out cards and nice brownies, you can touch a potential referral source anywhere in the world. So we have these little brochures here or a free trial offer. Cards. And then, of course, I hope you have learned the messaging. That will come up in our series here. You can go online on the on the Inner Circle website and learn it. 00:52:31:20 - 00:52:55:02 Unknown But there's five things that will set you apart that you need to communicate to your referral partners. Okay. Number one, your reputation. Why? Because people do business with those that they trust. Number two, experience. They want to know that you know what you're doing. Number three is education that sets you apart. Education marketing will make you rich systems. 00:52:55:02 - 00:53:11:06 Unknown We're not going to, waste your time, your clients time. We're going to be efficient. We're going to be thorough and then guarantee here's what happens if, for whatever reason, your clients are not happy with our services. 00:53:11:08 - 00:53:42:07 Unknown Number four, schedule free trials so that you can show them. You can do a demonstration, presentation about how you can, add value to them. And then every time you meet a referral source, follow up with a send out card and put them on your, your, your CRM and follow up the forces and the follow up. 00:53:42:09 - 00:54:10:00 Unknown And by the way, automate it. This is something we're going to be talking about at the conference and teaching, people how to do, because most people don't have an automatic follow up system. Okay. Before I, go to the next, piece, Stephanie, would you share for just, couple minutes? I want you and Jim to share just a couple of minutes of your experiences. 00:54:10:02 - 00:54:34:06 Unknown And how you implemented this and what the results were. Sure. Absolutely. You want me to go first? Yeah. Yeah. Okay. So I was very apprehensive, as a lot of you have heard, my testimonial on this, to go out, but, Santiago was our coach back then, and he really helped me understand that I was putting too much pressure on myself. 00:54:34:06 - 00:55:02:07 Unknown And I was making it too much about myself. And I just needed to think about going in there and serving the referral source. So, that was one big difference, kind of like a shift of a mindset that helped me go in. And then I also just set a small goal right away. So instead of feeling like I had to go to all these places every single day, my goal was to hit just ten places once a week. 00:55:02:09 - 00:55:29:05 Unknown And so that's how I started was a small goal because that made it feel more doable and more, achievable. So I did ten per week. And then the other thing I did too, was always brought the secret weapon. And, I felt like I had to be productive on these calls and like, sell people. And so one time we were at a workshop and I was telling Howard I wasn't having any success with this. 00:55:29:05 - 00:55:52:14 Unknown And Howard says to me, well, what are you saying when you go in there? Like, Charlotte did I Charlotte did. I put my glasses down like, that's what I told you. Yeah, yeah, she was on her tablet, but yeah. So basically I was like, oh yeah, well, here's what I'm saying. Whatever. So I was trying to be too much of a salesperson. 00:55:52:14 - 00:56:11:19 Unknown I needed to change what I was doing. And so like Howard said, just go in there and just give them the donuts and say thank you for the referrals, even if they haven't referred you. And I was like, oh, okay. And so that changed. And then I started to make friends with these people. Like, they started to become friends of mine, and I wanted to see them. 00:56:11:19 - 00:56:29:22 Unknown And I look forward to seeing them. And we had our roots all like on the same day. So every other we went every other week to places. So for instance, a flooring store that I visited on Monday, I would be there every other Monday. And so if I didn't go for some reason, they'd be like, where are you? 00:56:29:24 - 00:56:48:02 Unknown You know? Then they started looking for you. So, and then one other thing I'll say too, is that how Howard says some of them that become your best partners, they are going to take time. So I had ones that I felt like I worked on for like a year, and I would never get any referrals from them. 00:56:48:02 - 00:57:17:17 Unknown And then just like all of a sudden something switched and then they started referring us and then they become like a really hot referral partner. So we we made sure that we kept those people happy. We went more often. We went to those every week. We stayed there because of the you and but you guys are going to have a really good opportunity if you're going to the conference this week, because you're going to learn from Jim Bartel. 00:57:17:19 - 00:57:35:04 Unknown And I learned a lot from him, too. As far as like, do you guys going into a place and saying things and they were busy, like, do you need help or something? You need me to do something for you. You want me to? Or sometimes actually a customer would come in and they would be helping someone else in a flooring store, and I start helping that customer. 00:57:35:04 - 00:57:57:12 Unknown I would just be like, they'll be right with you. What are you looking for? Like, I remember, leave it. So they just really valued the relationship because we were being of service to them, to. So, so Jim worked with me developing my referral marketing for, eight years, and we did, like, in-store visits for people up. 00:57:57:12 - 00:58:25:13 Unknown They were having some kind of event where they're serving. And, Stephanie, you guys ended up getting your business over $1 million, 1.3 million. When you started with us, she had done $65,000 the whole year, and then you sold the business. I know you you used to be a broker, but did I hear that one of your referral sources actually ended up buying your business? 00:58:25:15 - 00:58:44:20 Unknown Yes, they were a referral source, which was so funny because, you know, the girls that worked for us because I wasn't going out that much then. And the guy when he came in and looked at the place or whatever, he's like, yeah, you guys come in, we refer you. And we were like, oh, okay, great. How crazy is that? 00:58:44:22 - 00:59:06:13 Unknown Okay. Let me hear from Jim McDonough real quick. And then I'm going to share a little bit more. Before we close. Very good. Well thank you Howard, this is, this is one of the areas that took me the longest to really get involved in. But it has has had the biggest return on investment. And so, when I made the shift mentally. 00:59:06:13 - 00:59:29:04 Unknown And so you look at mindset seven times of marketing. Mindset is looking at moving away from being a sales person to a marketer that just shares a message. And so I just put a little process together that said, who has these problems that don't want them, but they fall right into our wheelhouse. And when we built that list, we started targeting specific businesses. 00:59:29:06 - 00:59:53:04 Unknown Now in this just sitting here today, I have asked Aaron Jones from Performance Restoration to go to breakfast on April 1st, Aaron and I, Aaron's the biggest water restoration company. We don't do water restoration, but we love to clean rugs and so we try to take pain and problems away from their company. That turns it into a referral partnership. 00:59:53:07 - 01:00:15:12 Unknown And so it's just great. Howard, exactly what you're saying here is how do we help people get what they want. And so you have to find out. And so I like to deal with upper level, players in the company. I also have Kim. Kim does 30 stops a week. We're at a micro marketing enterprise, Kim does 30 stops a week, and I've taught her this process. 01:00:15:12 - 01:00:38:12 Unknown She has learned under Jim Bardwell. And so she is a is a high and an ask. And she just loves to talk and love on people in the enterprise market. We then are also on top of that, putting on the, the direct sales piece. But we've shared with our, our territory managers. You're not a salesperson, you're not a closure. 01:00:38:12 - 01:01:12:11 Unknown You are a marketer. That your message is so good, people feel stupid saying no to it, and they close themselves and you'll go love on enough people and they eventually will remember you. Is it easy in the beginning? Now building relationships? It can be easy if you follow the process, but, it's about building repetition, consistency. Talking about what their problems are, how you can help them, and instead of marketing to them, your referral sources market through them to the pain points of their people, and you're that problem solver. 01:01:12:11 - 01:01:36:20 Unknown And so that's been very effective for us. Returns on investment. Well exceeding and I don't want to be I don't want to use a big number here. But over that 20% that Howard is talking about that is huge. This works so well. Yeah. Thank you for that, chief. I got a couple more slides for you guys. But before I do that, let me say hello to these young ladies here. 01:01:36:22 - 01:02:05:11 Unknown Are y'all in Houston or in Sugarland? Woo! Cannot wait. Hug those necks tomorrow. Good to see you. Hey, Sarah, I'm going to send you a text on something here in just a few minutes. Okay? So appreciate you guys. Love you guys. Can't wait to see you. Okay. All right. Howard, can I tell you guys one more thing I just thought of? 01:02:05:13 - 01:02:25:07 Unknown Sure. So sometimes I would think, why am I not getting any, referrals from this place? Or maybe I would get, like, a couple of referrals, and it was super to the store. And then this one time, I got a referral from a girl who worked at the place, and I didn't know who she was, so I went in and wanted to thank her. 01:02:25:09 - 01:02:51:14 Unknown Turns out she worked in the back office. She was the one who answered the phone every phone call. So she was referring us all the time because she was actually answering the phone. So I just thought of that last thing too. Sometimes you think that, like the people in the front or whatever, like if you're in the, referral partners, a flooring store, like sometimes you have to dig deeper and figure out who the actual like person is, who's going to send you the business. 01:02:51:16 - 01:03:15:00 Unknown And so I remember that was the mindset mindset shift, too, for me. She was in the back and I like never saw her, but she was referring us all the time. So I just wanted to say that too. But yeah, that's awesome. That's awesome. Okay, listen, remember, all business is about relationships. Mr. Zig Ziglar, American legend. My mentor said that you can have everything in life. 01:03:15:00 - 01:03:33:16 Unknown You want. If you'll just help enough other people get what it is that they want. And. And remember, I used to tell him that he stole that from Jesus because Jesus said, give it. I'll give it back to you. Pressed down, shaken together. Run it over. Of course, he loved it so well. I know him personally, so that'll be all right. 01:03:33:18 - 01:04:03:23 Unknown Bob Burg, referral marketing expert, says people do business with those that they know, like, and trust. Jim Cathcart wrote a bestselling book called Relationship Selling Become an Asset to others before they become an asset to you. And then, of course, my good friend Joseph Micelli says a brand is nothing more than what people say about you when you are not around. 01:04:04:00 - 01:04:32:03 Unknown Build your reputation, be known out there and follow all those things that I shared with you. Remember that building when in relationships is the most important skill that you can have, and it is a skill. It's just like a muscle. If you use it, you'll grow it. If you don't use that, you'll get worse at it. And you know, today we live in an environment where, people don't know how to build relationships. 01:04:32:03 - 01:05:04:09 Unknown You can be literally a hero to somebody. By the way, if you're not going to be at the conference, you can still learn from Mister Jim Bardwell. We have a marketing class every single week. Jim worked with me for eight years and helped me develop my referral marketing program. Also save the Day July 23rd through 25th, and that the Hyatt Regency Clearwater Beach will have a, link for the hotel for you here shortly. 01:05:04:11 - 01:05:40:09 Unknown And, we'll get our webpage up and registration before too long. Also, the time has almost expired. If you want to coauthor a book with me, we have, they gave us one more week. Now we can still, do the book. After the quote unquote deadline. But if we can get everybody in, I need just a handful more people to make this, happen this year. 01:05:40:11 - 01:05:51:07 Unknown If we can get this wrapped up, you will be a bestselling author this year. 01:05:51:09 - 01:06:15:07 Unknown This year. And by the way, you'll have. All you have to do is write a chapter. They have writers, they'll write it for you. And I will promote this book like you won't believe. So this is a marketing tool that will continue to work for you. You'll have a PDF of the book. You have a PDF of your your, your chapter. 01:06:15:09 - 01:06:40:09 Unknown And so the other thing that's going to happen. So they gave us until like the. They gave us through the end of the week. So I'm hoping that people at the conference that we'll get I think I need about 3 or 4 more people. So if you're at all interested in this, reach out to me. We'll get you the details on it. 01:06:40:09 - 01:07:14:20 Unknown And. Whoever is signed up by this week. By this week. After the conference, I'm. And do a drawing for a cruise. And on this cruise, some of the best speakers in the world, I, I mentioned Jim Cathcart a second ago. Coach Hearn, he's one of the most inspiring speakers I've ever heard. Doctor Robert Rome is the world authority on the desk model of human behavior. 01:07:14:20 - 01:07:41:23 Unknown One of the greatest communicators I know in the entire world. Sherry Perry will be with us, AC locker will be with us. Crystal Parker, who's a phenomenal speaker and leadership expert. Okay. I think the the I think that they've already wrapped up the registration for the cruise, but you can get a chance to win the cruise a cabin for two. 01:07:42:00 - 01:08:06:23 Unknown When you do the, the book with me, Michelle Prince will be there. Matt and Katie Rush will be there. And, listen, this is going to be over the top, so you have a chance. I think I'm going to have. I need ten authors to make it happen. This year. We'll still do it, but, you got to be in this week. 01:08:07:00 - 01:08:35:07 Unknown You can send me a personal message to send an email. I'll answer any questions that you have, but we got to have it in this week and I'll probably give the cruise away like on Friday at the conference. Maybe I'll do the drawing on Tuesday. So anyway, we'll get the give the cruise away. I have a cabin for two, and I need ten authors to get us locked. 01:08:35:09 - 01:09:00:02 Unknown To be bestselling authors this year. We don't get ten people locked in. Then we still do the book. But it gets done later, and the guaranteed bestselling status has to wait until next year. Okay. All right. All of our coaches are in transit. There are. They're teaching Vermeer. They're they're setting up the building or whatever it is. 01:09:00:02 - 01:09:12:08 Unknown So anyway, appreciate you guys. Listen. You guys are. 01:09:12:10 - 01:09:43:24 Unknown Doing the right thing. You're showing up. Don't underestimate the value of showing up and putting the stuff in your mind. And then go do it. Get on your pads next week, get on your training. Exactly. Get your team involved. This stuff just works. But you got to work it, okay? Yes, sir. Yes. Listen, I'm. I'm always personally available. 01:09:44:01 - 01:09:57:11 Unknown Send me an email to my email address. Howard at Howard partners.com. I'll help guide you. I we care about your success. Okay. All right. Talk to you all later. Bye bye.