What’s the most effective lead generation method? Referrals are the easiest and most powerful way to grow your business and income. Very few businesses have tapped their potential for receiving warm business and sales leads. The Referral Code is a proven system for expanding your business through the power of your relationships, now and in the future. Get ready to learn how to multiply your referrals and catapult your business to the next level of success!

Check out our latest blogs below!

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What Your Next Breakthough?

On March 11, 2012, in Uncategorized, by Phil Glosserman

Today, I want to take a slight detour off the subject of referrals and talk about business breakthroughs.

Play along with me for a moment. Imagine I handed you a magic wand. By waving it you could solve the biggest frustration or challenge you face in your business. What would it be?

Many entrepreneurs and professionals are chronically frustrated about some aspect of their business. It may have to do with revenue, clients, employees, time, or any number of other things.

Today I want to talk with you about what it means to have a genuine breakthrough in your business and what it takes to have one.

Notice I used the words, “genuine breakthrough.” These days, the term breakthrough is frequently used as a “hype word” by motivational gurus trying to sell their products and services. But breakthroughs can be quite real, and when they happen they’re a beautiful thing.

So what is a breakthrough?

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Are You Sabotaging Your Own Success?

On February 2, 2012, in Uncategorized, by Phil Glosserman
All business and sales success (or lack of it) starts in your head. Think about it. All your ideas, emotions, thoughts, beliefs, and motivation are generated in that 3-pound concentrated mass of neurons that’s housed inside your skull.
Unfortunately, we all have certain tendencies or conflicts inside our heads that get in the way of our doing or attaining what we want. I call these “personal demons.”
Having coached hundreds of people at all levels of success, I can tell you I have never met a single soul who doesn’t have demons in some form or fashion. It’s simply part of the human condition.
I’ve found that there are 3 basic kinds of demons that block people in their business success:
Limiting beliefs- Many people secretly harbor disempowering beliefs, like “I’m not good enough,” “I don’t deserve success,” “making a lot of money is somehow bad or wrong,” “I’m a fake, fraud or phony,” “Selling is bad,” “People can’t be trusted.” The list goes on and on.

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Clients that Drive You Crazy!

On January 11, 2012, in Uncategorized, by Phil Glosserman

In the Referral Code, we talk a lot about the goodwill in your relationships. Unfortunately, we’ve all had business relationships that left much to be desired. Today I want to issue a warning: Beware of PITACs!

PITACs stress you out. They consume far too much of your time and energy. You secretly wish they’d go away. So what the heck is a PITAC?

PITACs are “Pain-In-The-Ass Clients.” You know who I’m talking about: those pesky clients who can make your life difficult, or even miserable.

Here are 10 signs, any of which may indicate that you have a PITAC on your hands.

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One of the biggest mistakes I see many salespeople and professionals make is that they take a purely transactional approach to business. They reach out to their clients or customers only when there’s a transaction or an issue to deal with. They seem to think that all that’s important is that they know their stuff and that they do a good job.

The problem with this approach is that on the end of every transaction is a real person. We humans are relational beings. We thrive on relationships, not transactions.

You may do a good job for your clients, but if you don’t build a relationship with them, you’re just another service provider or vendor. In other words, forgettable and replaceable.

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My business partner, coauthor, mentor, and dear friend Larry Pinci died on June 30 after a bout with kidney cancer, three days shy of his 51st birthday. Larry and I wrote two books together: The Referral Code and Sell the Feeling.

Larry changed my life, as he changed the lives of many others. He had a burning desire to help people and make a difference in their business and life. And he certainly did so. Larry inspired me to change careers and helped ignite my passion for coaching people and companies.

I first met Larry at a Christmas party in 1998. At that time, I was looking to make some kind of a career change, but I didn’t know what I wanted to do. When I found out he was a coach, I hired him to help me figure out my next move.

When we met for coaching, he asked me penetrating questions that got to the heart of what mattered most to me in my career. I was impressed and intrigued by his coaching method. Within a short time, I decided to become a business coach and I asked Larry to mentor me. He taught me a lot and helped me launch my coaching career. Thus began a connection between us that lasted over 12 years.

Larry had a gift for supporting people in achieving their goals and dreams. He was an extraordinary coach and seminar leader. He had a deep understanding of what drives people and what holds them back. He truly wanted to bring out the best in you and have you succeed. Sometimes believed in you more than you believed in yourself. He inspired you to think bigger and take action.

A few years after I became a coach, Larry and I decided to partner together as coaches, sales trainers, and coauthors. He was an infinitely gushing fountain of ideas and concepts of ways to help people and improve their business outcomes. He came up with the basic concepts that we eventually turned into our two published books, Sell the Feeling and The Referral Code. Writing these books with Larry provided some of the most creative, collaborative, and fun experiences of my life. We’ve heard from hundreds of people who were helped and inspired by our books and we continue to get emails with glowing feedback and success stories.

One of the personality traits that I admired in Larry was his absolute boldness. He wouldn’t shrink back from anything or anyone. When necessary, he could be in your face and hold your feet to the fire. He could also be empathic, sensitive, and compassionate.

He was a gifted, passionate, inspirational speaker and trainer. He and could speak to groups of hundreds or thousands of people without fear, and could mesmerize a room. Unlike a lot of people in our industry who are constantly puffing themselves up, when Larry spoke, it was never about him. It was about you and unlocking your potential.

Larry has left a big legacy. Through his coaching, training, speaking, seminars, books, he touched thousands of people, businesses, and companies. His work—his messages and teachings go way beyond business. They have influenced, and continue to influence, people’s efforts, communication, relationships, and lives. We’ll never know the full extent of his influence—who may have picked up an idea from him and ran with it, who got the courage to do something he or she wouldn’t have otherwise done, or whose business or life was somehow changed by his coaching, speaking, or by one of our books.

He certainly changed my life, and his ideas, prodding, encouragement, mentoring, wisdom, and love will have a lifelong impact on me.

Thank you Larry for all your help, partnership, and inspiration. I’ll miss you, ‘Mate.’

 

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How to Get More Clients: Don’t Get Lazy

On April 7, 2011, in Uncategorized, by Phil Glosserman

As we keep saying, referrals are the best way to get new clients. And if you want more referrals, you have to ask. Many professionals start scurrying for referrals when their business pipeline is empty, or close to it. By that time their efforts are often desperate. We urge you to work on referrals continually. To find out why, watch the video:

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Many people are hesitant to ask for referrals because they think it creates a debt. May people have told us that if they ask for referrals, they’ll may not be able to return the “favor.” So they just don’t ask. And guess what? They don’t get. Let’s put this notion of reciprocity to bed once and for all. Watch the video.

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One of the big reasons people hesitate to ask for referrals is they feel it creates an implicit obligation. It goes something like this: “If I ask Joe for referrals and he gives me one, then I’ll owe Joe. He may expect a referral in return. I don’t want to owe something I may not be able to give, so I won’t ask.” This whole notion is not only bogus, it also stops the flow of business to you. To find out why, watch the video.

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You’ve done everything ‘right’: You’ve done a great job for your client or customer, you’ve created goodwill, then you ask for referrals but you don’t get any. Some people see this as the end of the line. They may feel rejected and depressed and think this whole asking for referrals thing doesn’t work. How do you take it when your request for referrals seems to be denied? Watch the video to find out.

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Most people miss out on referrals because they don’t ask for them. If you are one of the few people that do ask, we salute you. Be aware that there are some ways of asking that don’t work that well. What are they? Watch the video to find out.

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How to Get New Clients: The Importance of Goodwill

On February 17, 2011, in Uncategorized, by Phil Glosserman

Goodwill is the emotional currency of business relationships. The goodwill you’ve created with you clients or customers paves the way for referrals. To find out more, watch the video.

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In their efforts to get more clients, many people turn to business networking groups while ignoring the possibilities of referrals in their own backyard. What’s the difference between networking and tapping into your existing relationships for referrals? Check out the video to find out.

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There are 4 essential words to use when asking for referrals. These 4 words make all the difference in the world. Almost no one uses them. What are they? Watch the video to find out.

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Referral Marketing: Always Get a Warm Introduction

On February 1, 2011, in Uncategorized, by Phil Glosserman

One of the biggest mistakes people make in referral marketing is not asking for a warm introduction. When you call the referral, he or she has no idea who you are or why you’re calling. We recommend you always get a warm introduction. Check out the video to find out more.

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As we said in an earlier post, there is an optimum state you need to be in to maximize your opportunities to receive referrals. Here’s part 2.

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Referral marketing—asking for referrals—can make some people nervous. How are you when you ask for referrals? A bit anxious, awkward, reluctant? Believe it or not, your state of mind will have a major impact your ability to influence the other person to give you referrals. There is actually an optimum state for you to be in when asking for referrals. What is it? Watch the video to find out.

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When asking for referrals, many people assume the person they’re asking knows their client/customer profile. Your clients, customers and business network may have a limited idea of who you service and who who make a good referral. Whenever you ask for referrals, it’s essential that you communicate your ‘referral type.’ Watch the video to find out more.

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When it comes to referral marketing, many people are reluctant to ask for referrals As we’ve said over and over, if you want more referrals you have to ask. There are 3 internal objections that stop people from asking. Could they be stopping you? Watch the video to find out.

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One of the biggest things that stops people from asking for referrals is the fear of putting someone on the spot. If you hesitant to ask for referrals because you’re concerned about putting your clients, customers, or other relationships in an uncomfortable position, you’ve got to watch this.

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Many people believe it’s a violation of boundaries to ask family and friends for referrals. Nothing could be further from the truth. If you cut family and friends out of your referral marketing efforts, you may close off one of your best sources of referral business.

image source: http://www.flickr.com/photos/benward/2315630870/

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