How to Start Building Professional Relationships Introduction So, you are interested in building professional relationships? The following article can be used as a guide to not only review the “how” of building connections, but also to think about “why” you should. Instructions To get the most out of this article, take the time to think […]
The Six Layers of a Healthy Referral Strategy
It’s safe to say if a healthy, fully functioning referral strategy has six layers, there’s a good chance you’re missing one or two of them (or maybe more). When I say a healthy and fully functioning referral strategy, I mean that you’re producing the desired results of referrals received that isn’t left to chance and […]
What Is Your Favorite “F” Word
Yes, you read that correctly. As a Sandler Trainer, my favorite F word is FUDWACA. Yes, FUDWACA, but more on that later. We have all heard the term 30-second commercial or elevator pitch. We all most likely have a few different versions, depending on our audience. The 30-second commercial is not a new technique. It has been […]
Who’s Referring You and Why It Matters
Paying attention to where your business – or clients – come from helps you make decisions on where you should be spending your time and resources. When your client is still a prospect, do they find you through networking, advertising, speaking engagements, direct mail, or being referred to you?
The Real Definition of a Referral
Most of us think we know what a referral is since referrals have been around forever as the holy grail of how to grow your business in the easiest way possible. But most don’t understand what makes a referral a referral which leads to lower closing ratios, mislabeled leads, and incorrect assumptions about how your […]
Storytelling – Your Defining Moment
Story Origins In the first two articles of this series, Architects as Storytellers and Architects’ Claim to Storyteller Status, we looked at the “Story Origins” of Architecture. We saw that the sculpted frieze of ancient Greek temples was used as a narrative device to honor a god or goddess. It told a story. We claimed […]
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