The Synergy of Disciple-Making and Referrals
One of the biggest challenges I see, whether in the church or in the business world, is the tendency to settle for addition when what we need is multiplication. Yesterday,…
The #1 Reason Referrals are the best: Skipping to the Front of the Line In The Sales Process
Every professional advisor I know wants the same thing: quality conversations with the right people at the right time. The problem? Most of us end up meeting prospects late in…
Hitting Singles: The Key to Effective Collaboration
When professionals collaborate, too many step up to the plate swinging for a home run. Whether you’re a high-end financial advisor, a successful M&A professional, or a CPA, the temptation…
Accelerating Client Engagement Through Owned Media and Referrals
In a recent newsletter, I promised to unpack how owned media, the PESO model, and word-of-mouth referrals fit together in today’s AI-driven landscape. Here’s the short answer: referrals are still…
Technology is Undefeated. But So Are Referrals.
Technology is undefeated. AI will change how we all do business. But referrals are undefeated too. Here’s the reality: people have always chased what’s faster, cheaper, and more convenient. AI…
The Difference Between a Referral Partner and an Evangelist
In my Can I Borrow Your Car methodology, we explore the trust and responsibility behind every referral. When you lend someone your car, you aren’t just giving them transportation—you’re putting…
Integrating Owned Media and Referral Strategy: When “Can I Borrow Your Car?” Meets the PESO Model
Over the weekend, I was listening to Mark Schaefer’s Marketing Companion podcast. His guest, Gini Dietrich (author of Spin Sucks), was unpacking the PESO model: Paid, Earned, Shared, Owned media.…
The Uncomfortable Truth About Reciprocity (or the lack thereof) in Referrals and Collaboration
Reciprocity. It’s the unspoken currency of referrals and collaboration and the single biggest reason why most financial advisors and professionals fail to build a predictable referral pipeline. Let’s stop sugarcoating…
Stop Hiding Behind Email: The Real Secret to High-Value Referral Meetings
A client recently asked me how to set up a meeting with a key center of influence—a referral source who could truly move the needle for their business. Like many…
The Art of Collaboration in Exit Planning: Why Referrals and Risk Mitigation Matter More Than Ever
I recently had one of those rare moments of absolute clarity. As someone who has spent a lifetime in the world of referrals and trusted relationships, I’ve always known the…