Gold Star Referral Clubs

No More Whack-a-Mole

2015-07-23T09:11:00.000-07:00

The other day, Tony Cooke, a friend of mine and a great leader, reminded me about the old game Whack-a-Mole in his newsletter. Have you ever watched someone play Whack-a-Mole? They stand in front of the game and hold a padded hammer. The challenge is to whack the head of the moles as they pop up before they go back into the holes.

The longer you play, the faster and more erratic the moles pop up. It can get a little crazy.

Now the real question is: Have you ever felt like your business is like a Whack-a-Mole game? There you stand, just waiting for the next crisis to pop up and you only hope you're fast enough to resolve it before another "mole" sticks it's head up... and the next and the next.

Living from crisis to crisis can affect your sales and many times is the reason behind what we call, "the roller coaster sales process." It's hard to prospect for new business when you're busy finding solutions for current business. Many business people tell me that it's like a roller coaster, one minute they have more business than they know what to with and the next they are without leads or prospects.

You know what I'm saying?

That is why the having a referral system is important.

What is a Referral System? It's the process of predictably giving and receiving referrals based on a logical and specific set of predetermined and measurable actions.

Michael Gerber, who wrote The E-Myth, said,

“Systems permit ordinary people to achieve extraordinary results…predictably.”

Here are three suggestions on how to get your own Referral System started:

Join a business networking group like Gold Star Referral Clubs, BNI or LeTips and build referral relationships with other like-minded business people in your city.
Communicate on a regular basis with your clients and connections, reminding them about your referral program and any incentives that you have. I suggest using ConstantContact. It's a great way to track your referral partners and to send emails.
Seek out businesses that are natural referral sources for your industry and form referral alliances, like a fan club that recommends you on a regular basis to their clients and customers.

Finally, subscribe to this blog and let me help you develop your referral strategy. I can't promise to stop the Whack-a-Mole crazy times, but I can help you increase your business with referrals.

Giving the Admin's Report

2015-06-18T14:14:00.001-07:00

One of my favorite times during the Gold Star Referral Club meeting is when Eddie stands up and gives the Admin Report. He is always prepared, fun and everyone loves him.

The Admin is the person who makes notes on attendance and gathers the slips after the meeting in order to enter them into the back office of the Gold Star site within 24 hours. Most Admins will also schedule the 10 minute speakers.

Watch this quick 33 second video of Eddie.

We're here for you when you have any questions about Gold Star!

Todd and Beth

918-933-4864

5 Engaging Ways To Stay Connected to Past Clients

2014-03-03T12:27:00.001-08:00

I once heard Joe Stumpf of "By Referral Only" fame say, “The system is the solution.”

Building your business by referrals is both a philosophy and a mindset and it takes a system to make it all happen. By creating a system to keep in touch with and to stay connected to your past and current clients, your connections and your fans you can consistently reap referrals.

Your past customers may have known, liked and trusted you at one time, but will they remember you? Will they refer you to their friends a month or year from now?

How are you staying visible? What are some engaging ways to stay in touch?. Newsletters are great, but what else can you do?

Consider all the ways you can stay connected with your contacts. Be creative. Then, create a systematic plan so you can consistently stay in front of your connections and fans. A plan might include Facebook time from 3:00 to 4:00 pm every day, blogging on Monday and Wednesday or shooting a short video every Friday morning. You might set a deadline for yourself to get a newsletter out by the 20th or to write an article for a neighborhood newspaper once a month.

If you're anything like me, if I don't plan it and put it in my smart phone to remind me, the chances of it happening are pretty slim. So, make some decisions, talk it over with your team, write your plan down, schedule it and make it a priority to get started this week.

Here are 5 engaging ways to stay connected:

Use permission-based emails that give value and education. Link to some interesting blogs and articles. Send Newsletters that contain news and humor. I like to use ConstantContact for my email campaigns. It's simple and easy to manage with an unsubscribe feature.

Blog for your audience. Entertain your connections with enticing content. Share valuable information that is closely related to what you sell. Educate people so that they continue to know, like and trust you enough to do more business with you and to refer you to their friends. I like Google's Blogger best. That's just my preference. When I finish with a blog, it seamlessly blasts it out on Google+. Then my husband, Todd, sends it out to our other social media sites. If you need help with content join Copyblogger.com.

Video and YouTube are excellent ways to demonstrate what you do. Post your short videos on social media websites along with your blog. When I create a video, I just use my smart phone, which is set up on a stand in front of me. I make sure that the background is fairly neutral and that the light source is behind the camera and not me. It's fast and easy to upload it to YouTube. I don't personally care for videos shot from a laptop camera. It can have a fish-bowl look and nobody wants to look like a fish.

Create a Facebook Group. Like-minded friends and customers can grow into a community with common interests. Post a weekly topic and encourage comments. Connect to your blog and company videos. Encourage discussions. This one only takes minutes to set up and you'll be amazed at how close you get to the people who join your group.

Events can be fun and are a great way to stay connected. Invite your past clients, current connections and friends to at least one event a year. For example, you could invite them to join you at a sporting event, charitable fundraiser or a seminar. Consider having a party to watch a great TV show or an event like the Oscars. Better yet, once a year have a family day at the Zoo, rent a bowling alley or have a business networking event.

Keep in touch and stay connected.

You are only as limited as your imagination.

Keeping Your Friends, Customers and Members

2014-02-23T17:32:00.002-08:00

CRM stands for Customer Relationship Management. It is a strategy used to develop stronger relationships with customers in order to generate loyalty and sales. Today, we not only want to keep customers, but our friends, online and offline, and our members in our business networking groups.

Unfortunately, the most common CRM method that we see in small businesses is hit or miss, like throwing darts at a board with a blind fold on.

Guessing at what your customer’s wants and needs are will rarely produce results.

Keeping your customer relationships alive and thriving is the key to their loyalty.

Basic Tips for keeping your customers:

The customer is a priority. Customers are smart enough today to know when your focus is more on sales then on them and their needs. When you lose focus on the customer, you lose loyalty and sales.

Understand your customer. Gather information about who your customer is, where they go and what their needs are. Do surveys, get point-of-sale feedback, run contests or set up a social media group. Just listen.

Find a system that fits your company. Experts will agree that over 70% of CRM systems fail. Why? Lack of commitment to the customer and lack of understanding about what methods best supports their business. What works for you? Infusionsoft, Salesforce, SendOutCards, Constant Contact or a combination?

Start small and manageable. Develop a plan. You might begin with an email campaign, social media or a newsletter first. Then when those first steps demonstrate results, your company can look at the next element of your strategy.

Get everyone on board. From salesman to manager, get everyone connected to your CRM strategy. Don’t let disregard for the company’s vision fracture your strategy. Empower your staff and sales team with knowledge, inspiration and tools.

Now you see me, now you don't...

2014-02-17T07:55:00.000-08:00

Lack of visibility will cost you business.

We often speak about the importance of the Know, Like and Trust factors in referral marketing. But the formula is not complete without Visibility.

"Where did he go?"

There is a common misconception that just by belonging to a business networking group you should get referrals.

Unfortunately, it doesn't work that way.

The members of your networking group still need to get to know you, like you and trust you. They can’t do that if you don’t show up on a regular basis.

One doesn't generate trust without consistency. In fact, your referrals will begin to decline the minute you start missing meetings, even if you have a substitute fill in for you.

There will be times of sickness and other emergencies that cause you to miss a meeting. That’s understandable.

However, when attendance is poor, the trust factor begins to deteriorate. The missing member will seem unreliable and will lose credibility. Fellow members may wonder...

· “Where is she?”

· “Is this how he runs his business?”

· “Will she show up for my client or send someone else?”

· “I manage to get to the meetings on time, why can’t he?”

· “We must not be very important to her.”

· “Is there something wrong? What’s going on?”

As for profitability, empty chairs can’t give or receive referrals and there is always one of your competitors in the wings ready to take your business.

3 Steps to Giving More Referrals

2014-02-12T08:51:00.001-08:00

Giving and receiving are just two sides of the same coin.

You can’t have one without the other.

- Bob Burg, author of Endless Referrals

You may have joined a business networking group to get referrals, but in order to garner the respect of the members in your group, you will need to also give referrals. It’s a hard truth, but without giving, your relationships within your group will eventually deteriorate and your well of referral sources will dry up.

When one understands that GIVING referrals is just as important as GETTING referrals, the next question is, “How do I give more referrals?”

3 Basic Principles to Giving More Referrals:

1. Have a Referral Mindset.

Ask, “Who can I help or refer through-out the week?” Think about it. Have your club members business cards close-by. Listen for opportunities to refer someone. Think about what needs you might have at home or in your business. Do you use pest control, need an attorney or want a new fence? Give your referral group member an opportunity to help you before you call someone else.

2. Know what to say. Good phrases are:

"I know someone who can get that done.”

“Would you like me to recommend someone?”

“I have guy who does that.”

“Would it be okay if they called you?”

“I can get you in touch with the company I use, they do a good job for me.”

3. Understand that most people WANT a referral.

Research has proven that people would rather use someone referred to them than use a complete stranger or a company that they don’t know.

They will not only welcome the referral but oftentimes, they will come back to you again when they need another one.

Visit: www.GoldStarDirectors.com to find out how to start your own business networking referral group.

Great Questions to Ask While Networking

2014-02-02T14:13:00.000-08:00

Have you ever noticed that no one ever hangs up the phone when they are doing the talking? Think about it.

When getting to know someone new, the worst thing you can do is most of the talking.

But what do you say after you exchange names and shake hands? How do you get them talking? If you’re at a networking event, after you shake hands, the first question may be, “What do you do?”

And then after that, how do you keep the conversation going? Here are some great questions to ask a business person that you've just met or to ask new acquaintances at a networking event. These questions will help you keep a conversation going and perhaps, even open up the possibility of a future referral relationship.

GREAT QUESTIONS TO ASK:

“What kind of trends are you seeing in your industry this year?
“May I ask, how did you get into the _______ business?”
“Are you doing much on Facebook? What do you find is working?”
“Are you networking for a specific reason today?”
“What’s your favorite client to work with?”
“Have you seen a lot of changes take place in your industry over the past couple of years?”
“So, tell me some stories. What’s been happening in your business lately?”
“What do you like best about being a ___________.?”
“If I were to look for someone in your business, what are the key things I should look for?”
“How are you different from your competition?”

AND FINALLY,

The most important questions to ask are:

“How can I know if someone is a good prospect for you?”

“And what would you like me to say to them when I find them?”

Is your 2014 ticking away?

2014-01-21T04:31:00.000-08:00

2014 is ticking away, like a timer, counting down the year.

Where does the time go?

Did you think you were going to get a faster start this year? That your business would be doing better?

What should you do? I've found that one of the best ways to increase business is to get off your duff and get out of the office.

Many times, we get stuck in the paperwork of business and forget about the "people work" of business. It takes work to create profitable relationships, business advocates and referral sources. There is a lot you can do to increase your business this year that doesn't include a computer, new software or another email campaign.

Consider building new relationships by attending a networking function for some good old belly-to-belly, eyeball to eyeball networking. Get out there and meet people that you've been "liking" on LinkedIn and Facebook. Attend your a local chamber event and reacquaint yourself with old allies. Solidify a new friendship that you started on Facebook with a handshake and a hot cup of coffee at Starbucks. Seek ways to add value to old relationships that have gotten stale with neglect.

The next time that you get an invitation to attend a business networking lunch, accept it and attend it. No matter what business you're in, it's still a "people" business.

Step out there. Before you know it, Spring will have sprung and your smart phone will be full of new referrals, prospects and clients.

3 Reasons Why Recession Survivors Will Succeed.

2014-01-16T13:26:00.000-08:00

Over the last few years, we have seen small businesses survive and beat the odds. We started our very first Gold Star Referral Club in 2007, the same year that the economy took a nosedive and the Great Recession began to cripple businesses across the U.S.

The rebound has been bumpy. YET, each year since 2007, Gold Star has added more business people and opened more clubs across America, thanks to hard-working, committed members and determined business owners like you.

Some survived and beat the odds, some didn't.

This is the year, in 2014, that I believe you will see small businesses leap forward and here's why:

1. As a recession survivor you are TOUGH! You made it! You tightened your belt, re-aligned your goals and worked your tail off. Starting a business is rough, but maintaining growth is sometimes a miracle. You may have maxed out credit cards, narrowed your home meals down to macaroni and cheese and borrowed from relatives, but you made it through the gauntlet. Nothing will stop you now. You were tested by fire and are stronger than ever.

2. You're smarter than ever! You've learn to hire and fire based on your company structure, budget and purpose. You company is lean and mean, ready to work and determined. You didn't go through the hard years to fail now. Smart thinking got you here and it will take you forward to bigger and better things as you remember the hard lessons learned.

3. Passion carried you through the challenges. Your "why" is bigger than ever! Your passion for what you do and how it serves others will ignite into a higher flame when fanned with the new year's growing economy. Rekindle the reason why you're passionate. Passionate business people create extraordinary results.

I look forward to hearing and reading about your amazing accomplishments in 2014. Join our Facebook group at: Facebook.com/groups/GoldStarClubs Be part of an awesome community of seasoned business networkers and contribute to the discussions. You don't have to be a Gold Star member to join our Facebook group, only a fan.

When People Talk - You Listen

2014-01-16T11:33:00.001-08:00

"When people talk, listen completely. Most people never listen."

— Ernest Hemingway: American novelist, writer and journalist

Listening is the one skill that separates ordinary friends from extraordinary friends. Develop this skill and you’ll make more friends, in your personal life and in business.

You listen with your eyes. When your eyes are on the speaker and not wondering around the room, the speaker knows that you care about what he is saying.

You listen with your body. Turn your face and body toward the speaker. You may find yourself leaning forward as you become more interested in what the speaker is saying.

You listen with your mind. The first thing to listen to when meeting someone is their name. Focus on what they're saying. The speaker can easily tell when his audience is focused on what he's saying. A focused audience will energize the speaker.

You listen with your heart. When you're truly listening, you become emotionally involved in what's being said. It is natural to nod your head or to react emotionally. You absorb what’s being said and empathize with the person’s story and situation.

Listening to the speaker with full attention demonstrates respect. By giving respect, you gain respect. At Gold Star Referral Clubs, every member gets an opportunity to speak in front of their referral group at least once a year.

We're always looking for new Directors to start new clubs. If you know of someone, send them to www.GoldStarDirectors.com

Teflon or Velcro? A lesson in deflecting negative influences.

2014-01-08T12:16:00.000-08:00

Remember the old playground rhythm...

"I'm rubber, you're glue, whatever you say bounces off me and sticks to you."

Recently, I was reading a newsletter from a good friend and missionary, Tony Cooke. He was relating the attributes of Teflon and Velcro to how we react to negative influences and people in our lives.

Things slide off of Teflon, while Velcro grabs and holds. Our peace of mind and emotional health is dependent of whether we're like Teflon or Velcro. What do we allow to slide off us and what sticks to us.

Some things need to slide off of us, like negative criticism, bad advice and poor influence. Some things, like positive support, sound advice and good influence we need to grab onto like Velcro.

When business networking, you'll run into all sorts of people, negative and positive. Think about the examples of Teflon and Velcro the next time you're at an event.

When you're approached by a business person that lives under a cloud of negative energy, let their uncomfortable conversation and influence slide off you as quick as an egg off Teflon. When you find yourself in the company of someone positive and uplifting, act like Velcro and grab onto all the good vibes and fellowship that you can.

Why resolutions don't work.

2014-01-02T06:20:00.001-08:00

You can only aim at one.

It's only January 2nd and already we see our New Year resolutions slipping into the ditch. Why?

As we look at the previous year in retrospect, it's easy to see that with a few changes, the new year can be better. With that in mind, we love to set New Year resolutions and goals.

A resolution is defined as a firm resolve to do or not to do something. It's a decision, with a goal in mind. Resolutions by themselves are not goals. A resolution is like a car without a steering wheel, destined to go off the road within minutes of starting. In order to succeed, every resolution needs a strong goal.

It's only January 2nd, all is not lost. I would like to propose that you can succeed with your New Year's resolution this year with this simple 2 step plan.

1.) Only make one resolution. Never underestimate the power of one. One focus, one goal, one target. Gary Keller, author of The One Thing says:

To-do lists tend to be long; success lists are short. One pulls you in all directions; the other aims you in a specific direction. One is disorganized and the other is an organized directive.

If you want to succeed at your New Year's resolution this year just make one and clearly define what the goal is behind the decision. In the game of billiards the players can only strike one ball at a time, A good strategy is that the one ball will hit other balls causing them to go into pockets, but the secret is still to focus on the direction of the one ball. The goal is to win the game.

What is the one direction that will make a difference, in your life, your work or your family? Perhaps, that is the one resolution that you should set this year. The goal is the result of that decision.

2.) Strike with a plan. Once you have decided what your one resolution is, you can power-up and strike. Thoughtful implementation of a plan will give you control and direction toward your goal.

Again, going back to the game of billiards, you will never win if you hit the cue ball willy-nilly without a plan. It takes well calculated execution to use one ball as a catalyst, placing the other balls at strategic points for a win.

When you decide on the one resolution that will be your catalyst for great change in your life, you MUST calculate the direction, the risk and the sacrifices that must be made in order to succeed. Then take steps each day toward that goal. The simpler the plan, the better.

Strangely enough, I have found that the success of implementing a great strategy nearly brings as much joy and positive posture as actually achieving the goal. Of course, we know that success is in the journey. So start today and I wish you much success.

_________________________________________

May I encourage you to consider Gold Star Referral Clubs as the catalyst that could make 2014 a success for you? Visit us at www.GoldStarClubs.com.

Being Open to Receive

2013-11-26T05:34:00.000-08:00

In the book, The Go-Giver, we’re introduced to the 5 Laws of Stratospheric Success. The culture of Gold Star Referral Clubs can be seen in these laws. Today, let’s look the final of the five laws:

“The Law of Receptivity.”

“The key to effective giving is to stay open to receiving.”

“Because human beings are born with appetite, nothing is more naturally geared toward being receptive than a baby, and if the secret of staying young, vibrant and vital throughout life is to hang onto those most precious characteristics we all have as children but which get drummed out of us—like having big dreams, being curious, and believing in yourself—then one of those characteristics is being open to receiving, being hungry to receive, being ravenous to receive!”

What comes to mind when you think about Giving and Receiving?

Most of us think more about “It’s better to give than receive.” However, giving and receiving are but two sides of the same coin.

Being open and ready to receive is as important as giving.

When the farmer plants an entire field, it is critical that he count on those seeds sprouting and growing. He knows that if he puts enough seed in good soil he’s going to have a good harvest.

If you plant an apple tree, you can expect it to bear fruit as a result of your labor and care.

In the same way, we can be open to receiving fruit from the labor and care that we put into our relationships. We may not know exactly what the outcome will be or where it will come from; nor can we demand a return, but the law of give and receive promises that there will be a return.

When you are open to receive, you’re thankful and grateful for all things good that come into your life without keeping score.

Gold Star members are Go-Givers!

Beth Davis is a Certified Go-Giver Keynote Speaker.

Bring her to your next event.

Get Results Today

2013-11-15T18:43:00.000-08:00

There is a serious ROI (return on investment) in referral marketing. You don’t have to conquer mountains of information and technology to get results. You can get results starting today.

In college, I learned that a complete marketing plan included demographics, geographics and psycho-graphics Out of college, I learned that things were dramatically different. Not that I’m ungrateful for my education, but there’s simply no substitute for experience. In this book, I offer you a one-of-a-kind gift, my experience and the solid experience of others and the place we start is with clarity.

As business people, we have come to realize that the key to long term success is clearly defined goals.

“Lack of clarity is probably more responsible for frustration and underachievement than any other single factor.” said Brian Tracy, author, speaker and master of business growth strategies.

I’d like to tell you a short story about clear waters.

When I was fifteen, Dad and I would go fishing for small mouth bass in the east arm of Traverse Bay off of Lake Michigan. We would troll over the water intake where the weeds grew. My job was to stand on the front of the pontoon boat and to point out where the fish were. The water was that clear. When I spotted bass, Dad would position the boat so that we could either cast into them or just drop a line on top of them.

The crystal clear water made it easy to see what bait the fish were interested in and which ones they ignored, but the most frustrating part was to watch a large bass swim past and ignore the bait while the baby fish, barely bigger than the hook, nibbled at it.

Wouldn't it be great to have that kind of clarity when looking into your referral marketing strategy? If you know exactly what creates a referral, you can plan on it, change your referral marketing strategy when you need to and set achievable goals. That would be like fishing for referrals in clear waters.

Successful people know that their habits determine their future. You can learn how to re-frame and reprogram yourself and your business into a referral mindset by ordering my classic book 3 Ways to Referral Success.

Standing On A Referral

2013-11-15T17:22:00.002-08:00

Standing on a referral.

You may have heard me say in the past that you are always standing in the middle of a referral.

But on Thursday, I found myself not in the middle but literally STANDING on a referral.

It was 7:15 am and I had just entered the First Watch Restaurant in Tulsa to go the T-Town Gold Star meeting. My heel caught on an edge of an uplifted section of flooring. Oh, I thought... that could be dangerous.

I asked Tanya, the manager's wife, "What's happening to your floor?"

"We can't figure it out and neither can anyone else. It keeps coming up." She said.

I smiled. "Let me get back to you. I think I know someone that can help you."

During our referral meeting, I was able to visit with the more-than-talented handyman in our Gold Star Club, Rob Ewens. I told him about the floor.

Sure enough, as we stood at the cash register checking out at 8:30 am, there was Rob investigating the floor for the restaurant manager. Within minutes, he had figured out that the person who laid the floor had neglected to lay down a moisture barrier.

I haven't heard yet whether Rob got hired to repair the floor. But I have to tell you, it felt good to refer him.

So, I told this story for a purpose. As you go about your day today. Look around. You may not only be in the middle of a referral, you may be walking through one, on top of one or looking at one.

Check out Gold Star Referral Clubs to learn more about creating an endless stream of referrals.

Great Phishing Graphic from Legal Shield

2013-11-15T16:54:00.000-08:00

Todd and I have been customers of Legal Shield for a long time. I especially enjoyed this graphic they created about how scammers get you by phishing.

"There is no single group of people who is more likely than another to be the target of a scam. Regardless of income, education or gender, Kroll's Investigators have helped members from all walks of life who have suddenly found themselves a victim." - Legal Shield newsletter 11/15/2013

Get more valuable advice about how to become a better business person at www.GoldStarClubs.com

3 Ways to Referral Success

2013-10-28T14:57:00.003-07:00

3 WAYS TO REFERRAL SUCCESS

1. Referral Groups

A referral group sometimes referred to as a business networking club or chapter is precisely what it sounds like. It’s a group of business people that get together on a regular basis in order to form business relationships that produce sales.

Check out Gold Star Referral Clubs, a great business networking organization and start your own group in your city.

There are face to face groups and online groups. An online group might be found on Facebook, LinkedIn or Google +.

2. Clients, Customers, Patients and Connections

A client, customer, and patient referral marketing system is a process of communicating with the intent of generating referrals. You will often hear people speak of CRM, which is Customer Relationship Management.

In this section of your referral marketing plan, you will learn how to position your business or practice in order to attract referrals from your clients, customers, patients and connections.

3. Strategic Alliances

Forming strategic alliances with other business owners, CEOs and decision-makers will open a whole other world of referral opportunities.

It’s a well-chosen business connection, who is outside of any referral group that you belong to. They will many times have a logical service or product that somehow connects people to the product or service that you represent.

These three low-cost high-return methods can quickly lift your profits to higher levels.

Order 3 Ways to Referral Success today to get all the details on how to create an endless stream of referrals.

The Law of Influence and Business Networking

2013-10-14T12:12:00.000-07:00

The Law of Influence

Written by Beth Davis, adapted from The Go-Giver, co-authored by Bob Burg and John David Mann.

In the book, The Go-Giver, we’re introduced to the 5 Laws of Stratospheric Success. These laws are part of the culture of Gold Star Referral Clubs and many other business networking groups.

Todd & Beth Davis with Bob Burg

Today, let’s look at: “The Law of Influence.”

Your influence is determined by how abundantly you place other people’s interests first. Influence is what you use daily to move a person to a desired action. It could be as simple as getting your kids to eat breakfast or as complicated as moving a corporate executive to sign an agreement.

Mastering the skill of influencing others is how great leaders and highly profitable salespeople conduct their business. It is how a husband gets a wife, a restaurant gets fans and how politicians get elected.

Please don’t miss understand, when we say, “place other people’s interests first,” we’re not suggesting that you should be a martyr or in any way self-sacrificial. Not at all. We’re suggesting that the fastest way to engender the “know, like and trust” factors in any relationship is to shift your focus from an “I” focus to an “other” focus.

Bob Burg, in his book Adversaries into Allies, says:

Most people don’t commit to things; they commit to people. And they typically commit to people who they believe care about them.

How can we apply this within your business networking group?

We shift our “I” focus to an “other” focus. A business networker with an “other” focus may be seen:

Volunteering for leadership positions to help your group, even when it is not your top desire.
Arriving early to help with the set-up and greeting, even when it means you have to get up earlier.
Listening carefully while others speak, even when you’d rather be eating.
Inviting guests and clients to attend the meeting, even when you don’t think you have the time.
Being loyal to use a referral partner or group member, even when you know someone else who could do it.
Communicating with tact and empathy, even when you don’t agree with someone.
Going out of your way to give referrals, even though you haven’t gotten any recently.

Influence is not about manipulating people. It’s about caring. Whether it’s a co-worker, a client or a referral partner, they need to know you care.

BE A GO-GIVER!

You Are Standing in the Middle of a Referral

2013-09-23T13:26:00.000-07:00

Look around. What do you see?

Most people don’t realize that they are always standing in the middle of a referral. Look around you. Do you see carpeting that needs to be cleaned? A frustrated mother who needs a bigger house? A company that needs a new accountant, a window that needs to be replaced, or new friend who needs a banker?

The key to giving good referrals is to be aware of your surroundings. Listen for a need or a problem that someone may have. You become a resource for them. You can refer someone that you know, like and trust to help resolve the problem or situation.

Here is a good example of how easy it is to give referrals.

While walking the dog, my husband Todd stopped to visit with the neighbor and asked what lawn service he was using. Doug went on to say that he hired a company because he was having a lot of neck and back pain. He said that the doctor said it was arthritis and to “get used to the pain”.

Immediately, Todd pulled out his phone and gave Doug Dr. Jolley’s phone number. Luke Jolley is in one of our clubs in Tulsa and he is our personal Chiropractor. After hearing how much we love going Dr. Jolley, Doug promised to call him.

Knowing Todd, he will follow up with Doug in a few days to see if he made that appointment.

Here are some suggestions on how to give good referrals:

§ Always have the business cards of the members of your group readily available.

§ Program your phone with the telephone numbers of all your members.

§ Keep your club members cards and brochures visible at your place of business.

§ Be the “resource person” for all your friends, family, connections and business associates.

§ Invite your customers to call you for a recommendation before they go to the Yellow Pages.

§ Try to personally use your club member’s services and products as often as you can.

§ Don’t hesitate to tell success stories about another member’s business.

§ Invite a visitor to attend your referral group to personally meet a member.

§ Arrange to have lunch with a potential client and a club member.

§ Ask them, “Would it be okay if I had his office call you to explain what they do?”

§ Get the customer’s business card and get permission for the member to call. Say, “I’ll have him call you, would that be okay?”

§ Invite your customer to go through your business cards while they wait.

§ Send a thank you card to your customer and include names and numbers of some other businesses that may help them with the next step or with a future need.

§ Connect online with your clients and recommend connections to members in your referral group.

4 Powerful Ways to Open a Presentation

2013-09-10T14:35:00.001-07:00

How do you begin your presentations?

We have all been there before. It's 60 seconds before you begin and suddenly your mind goes blank. What should you say? How do you open?

Let's be honest, we've all struggled with this at one time or another. Here are a few tips on how to open up your presentation or speech.

Tell a story. When opening with a story, give them a shocking statement right off the bat, such as: "I ran into the wall yesterday." or "I hate jumping out of airplanes." Then quickly tell a story that will lead into your topic.
Give a quote. A quote lets you borrow someone else's credibility. A funny quote is even better. It makes you an instant hit.
Ask an interesting or fun question, like: "How many of you put the toilet paper on backwards?" or "Are you a cat person or a dog person?" or "Raise your hand, have you ever played a game on your phone while in a meeting?"
Shock them with facts or statistics. "Over 50% of the people in this room cheat on their taxes." or "All states have dumb laws. In Iowa, it's against the law for a man with a mustache to kiss a woman in public."

Have some fun and lighten up. Tell a good story about something stupid you did and people will relate. Shock them or make them laugh. Step outside of your comfort zone and give some of these ideas a try.

These ideas will even work when giving a 60 second presentation like we do at Gold Star Referral Clubs. Grab their attention and don't let go.

Legal Dangers of Social Networking

2013-09-03T08:30:00.001-07:00

Take care when networking online.

It isn't often that I just cut & paste an article into my blog, but this warning from Legal Shield could save you and your business from making mistakes when networking online.

Read on about.....

Legal Dangers of Social Networking

Facebook, Twitter, blogs, message boards and other social media websites and apps are great tools to help you connect with friends and family. Businesses and professionals also use social networking to connect with customers and coworkers. Many social media users are unaware that the information they post online and the digital trail they leave behind can be used against them in court. The following information will help you understand the legal risks involved in social networking.

Attorney-Client Confidentiality – Attorney-client confidentiality protects all communications between you and your attorney. This means the information you communicate directly to your attorney cannot be used against you in court. A breach of attorney-client privilege can seriously harm your case. Talking about your legal matter online is a serious breach of confidentiality.Do not discuss the details of your case with anyone other than your attorney.
Anonymity – Posting comments to online forums, news outlets or blogs can give you the impression of anonymity. There is no anonymity online; everything can be traced back to its source. Before posting anything online consider the very real possibility that it will be traced back to you.
Children – Child predators use social networking sites to find victims. Talk to your children about online safety. In addition, online bullying has grown rapidly in recent years. It is important to talk to children about how to handle being bullied, as well as the importance of reporting and not participating in the bullying of other children.
Family Law – Facebook profiles and Twitter posts are being introduced as evidence more and more frequently in divorce and child custody cases. No matter what your intention when posting something online, consider how it could come back to haunt you. The best advice is to take a break from Facebook or other social media during a divorce or custody dispute.
Criminal Law - In addition to divorce court, the digital trail created through social networking is becoming increasingly common in criminal cases. Discussing illegal activity, even in jest, could land you in hot water.
Human Resources – Employers are increasingly turning to social media to learn more about applicants. Applicants should be aware that their profiles and posts could be used for this purpose. Employers must be careful not to unlawfully discriminate based on age, gender, race, religious beliefs or sexual orientation. Employees who disparage their employers or coworkers online could even lose their job.
Identity Theft – Thieves and scammers often use social networking sites to gather personal information on victims. You may think it is perfectly harmless to discuss your birthday or post the address of your new home on Facebook or Twitter, but that type of personal information can be used against you. Think carefully about the information you post online.

This post was taken from Legal Services website. You can read more at:

https://sites.legalshield.com/cp/newsletter/issue10_v2.html#Story1

Find out why Gold Star Referral Clubs work at www.welcometogoldstar.com.

Grow your business with Gold Star.

10 Irrefutable Laws of Referral Building

2013-08-27T09:07:00.000-07:00

Listed below are some of the fundamental truths about referral building.

These laws, without question, outline absolute truths about referral relationships.

1. If they don't like you, they won't refer to you, even if your price or quality is better.

2. Without a follow-up note or a meeting, most new referral sources will forget about you in less than 10 days.

3. In order for your referral network to consistently refer to you, they need a crystal-clear understanding of what you do and the problems that you solve.

4. Technology will never replace face-to-face relationships and personal chemistry.

5. A lead is not a referral. A referral is when you connect someone you know, like and trust to someone you care about who has a need. A lead is barely more than a cold call.

6. A few quality referrals are better than a larger quantity of leads.

7. Referral sources are based on relationship building, not networking.

8. Many people that you may consider referral sources are actually just social contacts, networking buddies and good-time charlies, who have rarely, if ever, sent you a referral.

9. Lack of visibility is the top reason why referral relationships falter. If they never hear from you or see you, even if they know, like and trust you, they will forget about you.

10. You should be able to close a well-endorsed quality referral 85% of the time.

Winning with Mastery

2013-08-12T11:24:00.000-07:00

There is an old country axiom which states, "Success in life comes not from holding a good hand, but in playing a poor hand well."

You were born to succeed, not fail. By mastering your talents and skills you can not only win at what you do, but new doors of opportunity will open to you.

I have seen individuals with mediocre abilities manage to attract amazing results by mastering what they do. From their business to their personal lives.

Skill, like muscle grows through exercise. We can practice being the best we can be and extend our skills even more by hanging out with people who challenge us to be excellent so that we can become better each day.

"I'm a great believer in luck, and I find the harder I work, the more I have of it." - Thomas Jefferson.

As the CEO & Founder of Gold Star Referral Clubs, I find that I have never learned enough about referral marketing. I want to stay on top of the game. I try to set the stage for success with the business people in Gold Star. I want them to excel at giving and receiving referrals in an environment that allows their hard work and talents to shine. I find that when we're challenged to be become better, we do.

Complacency is a thief that steals our business and tries to make us fail. Gold Star gives us a great system to help us all become better business people. It is a quality environment that brings us more business AND makes us sharpen our business skills.

"Quality is about love; it's a passionate obsession with perfection. It is the result of good intentions, uncompromising standards, sincere effort, intelligent design, attention to detail and skillful execution. Quality is the calling card of greatness." - Gary Ryan Blair, author of Everything Counts.

Winning With Referrals

2013-08-06T13:00:00.000-07:00

15 REASONS WHY REFERRALS ARE BEST

15 reasons why referral marketing should be an essential part of your customer acquisition plan.

1. Customers that are referred to you come with an assumption of trust. They trust you because someone else did.

2. Referred clients are easier to bond with and to close.

3. Referred customers are more tolerant and balanced in their expectations.

4. A friend of a friend factor creates instant likeability.

5. Referral sales generate a higher commission average with less negotiation on price.

6. A referred client or patient finds it easy to refer you to friends with similar needs.

7. Referred clients are less likely to comparison shop.

8. Referred customers have more loyalty.

9. Referred customers are likely to use your product more extensively due to faith in your company.

10. Referred customers are found to be better informed.

11. Referred customers are more likely to be a better match for your service or product.

12. The relationship with a referred client is instantly deeper than a non-referred one.

13. Referred customers, clients or patients are more likely to share their experience with others.

14. Referred customers find satisfaction in the fact that someone cared enough about them to refer them to a good company.

15. Referred customers enjoy being part of your success.

And last but not least, neither you nor the customers enjoy cold calls.

Attitude is the Mother of Luck

2013-08-05T11:00:00.000-07:00

What separates the lucky winners from the guy who tried, but lost? Why does one person get referrals and another one doesn't?

This month, we're looking at the subject of winning. Which leads us to ask, "Are some people just luckier than others?"

Sometimes a Gold Star Referral Club member will come to me and say that they can't figure out why other people are getting referrals and they aren't. Is it just luck?

Researchers have spent years analyzing what separates lucky people from unlucky people and what they have discovered is that a positive attitude and an upbeat outlook on life can actually make you luckier. Who knew?

If you want to increase your luck...

Be available for opportunities. Get out there and be pro-active.
Listen to that little voice in your head. It may be God telling you to pay attention.
Expect to win. Be alert and ready to be the winner, to accept the prize.
Look on the bright side of life. Even if you don't always get what you want, you'll feel like a winner. Sometimes, that's more important than winning.

Attitude is the mother of luck. You don't have to be born lucky to win at life and business. Watch this video to what Gold Star can do to increase your referrals.