As I travel across the country training on the Referral Systems, I get to interact with so many in our industry and hear about their challenges and successes. One of the greatest joys I get is to hear from those who are using the systems to work by referral and build a great business and life.

Sales is a contact sport. It’s about staying at the forefront of people’s minds. It’s about phone calls, doorbells, and being out and about in the market everyday. The difference is, when you work by referral you are calling people you know and like.

In our membership programs, we help our 20,000 members zero in on their database using the 3 C’s - Contact, Care and Community. What we’ve found is that if your business is in decline, one of these areas is not in sync. People have false expectations about their database and what it should look like. Remember, it’s a list of relationships, not a mailing list. It’s ok to prune it to make sure you are working with the right clients. Not everyone is your client. You want and deserve to work with great people so utilize the systems that are helping our Members do over six times the national average and give yourself a sporting advantage!

It’s a good life!

Brian