Be Specific

You all know the importance of being specific about the big things you want to achieve. Specificity applies to other aspects of your life as well.

Take referrals, for example:

First, be specific about the "who" of these first two steps.

1. Who do you want to be referred to? Write a description of your ideal client. What's his income level? His net worth? His financial goals? Is he successful? If you don't know who you want as an ideal client, you'll be stuck with those that are less than ideal!

2. Who can you ask to refer you to your ideal? "Birds of a feather flock together" so plan to get referrals to ideal prospects from your present ideal clients. Don't have any yet? Then start figuring out how you can associate with people that you'd like to have as your clients.

Next, be specific about the "how" of these next 4 steps.

3. How do I want to be referred? By personal introduction? By letter? By email? By phone? If a friend referred a travel agent to you, for example, which method would give you most confidence in that agent's ability to serve you well?

It's also important to know which method you're comfortable with so you can base your whole referral process on it.

4. How am I going to ask people for referrals: face-to-face, over the phone, by email, or by letter? Once again, decide which you're most comfortable with, then plan your process.

5. How can I convince the referror that giving me referrals benefits them? How can I enlighten their self-interest to the point that they are eager to give me referrals?

6. How do I plan to follow up with the referror?

Then, be specific about the "what" of the next 3 steps.

7. What will I do to build my credibility with the referred prospect before actually meeting him?

8. What will I do to gather as much information as I can about this prospect before our first meeting?

9. What is my agenda for our first meeting?

And be specific about the "where" of this step.

10. Where is the best place for our first meeting? Where will my new prospect be most at ease?

Finally, be specific about the "when" of these last 2 steps.

11. When is the best time for our first meeting? Right away, or after I've built more credibility with him?

12. How am I going to create this plan? And implement it?

By being specific about each of these steps in your referral process, and writing down how you will handle each one, you will have a process that will attract the type of client you want---those whom you enjoy working with, and who provide the level of income you seek.

Be Specific - To learn more about this author, visit Donald F. Pooley's Website.

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