Morning Motivator - Encourage the Right Behavior

"What's the best referral program? Cash? Marketing share? One-for-One Referrals?"
- Anonymous

The answer to the above question is NONE.

Realize that no one wants to feel "bought off" to give referrals. Yet, everyone is happy to make QUALITY referrals. They want to be RESOURCEFUL and HELPFUL for their clients.

There IS a good "motivator" to ENCOURAGE the RIGHT behavior though...

2 DEGREE SUCCESS STEP:
When people ask for a good REFERRAL program, what they are really asking for is a CONSISTENT, QUALITY lead generation system.

Don't worry about "closed deals" as your mark for "paying a referral." If you do, you will get fewer and fewer...

Instead, ENCOURAGE the QUALITY lead generation. Find out what your best referral partners like - golf, food, wine, sports, photography - and AFTER they refer you a good lead (that meets with you), send them a GIFT CARD (inside a thank you note).

You don't have to SAY its a "referral bonus"... Just keep doing it. They will get it and you will get more too!

Cheers,
Zach

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