My Velvet Brick

It came to me like a “velvet brick” hitting me in the forehead….

My mindset is all wrong.

My assumptions off.

This must change.

That was me many years ago (ok... decades ago) when I realized I was looking at referrals the wrong way.

When I ask for a referral, they are not doing me a favour.

I’m doing them a favour.

Really!

Can we talk real for a second?

Many trusted advisors believe that great client work automatically leads to referrals.

But here's the harsh truth about this referral mindset.

Sometimes you get them.

But most of the time.

You don’t.

Hoping and waiting for referrals is a recipe for a mostly empty and inconsistent pipeline.

It’s a recipe for constant self-doubt - why am I not getting more referrals?

It’s a recipe for a poor mindset – work harder, work better…

Then I will get the referrals…

NOT!

But here is the part no one talks about out loud…

We don’t actively ask for referrals consistently

Because we think that its beneath us

We think it’s begging

We feel weak

That was Jeff’s mindset around referrals when I first started working with him

I am doing the work

I’m getting results

I’m not begging

Then I showed him how to look at referrals through a different mindset lens

When you do the work and get the results

When your clients are very happy

You’re doing them a favour

By helping their friends

Get the same results

Too

And…

You can reset your mindset around getting referrals from you centers of influence as well… 

PS- Jeff has over 50% of his revenue from referrals …ask me about his journey when you connect with me