1) BEFORE WE HANG UP:
ONE LAST QUESTION
Use this closing phrase at the end of all phone conversations (prospecting, customer service, and otherwise)
when seeking to expand your network of connections,
clients, and partners. For example, “John, before we hang
up, I’m looking to meet and/or be connected to (fill in the
blank) as I expand my business in that arena. On a scale of
1-10, 10 being the best, who do you know who you would
consider a 9 or 10? Would you feel comfortable, making an
If they don’t know a 9 or 10, simply say, “Thank you.
Well, if you ever do run across a (fill in the blank) would
you please remember to give me a call?”
• Fastest way to expand your database. Period.
• Be very specific, and use a daily, weekly, or monthly
targets. Examples include people who just became
engaged, parents with children under five, or financial
planners who serve Veterans.
2) EENIE, MEENIE, MINEY- GO!!
Start each day by making three phone calls every
morning to people that you should call (alumni client, referral partner, someone you met at a networking event, etc.),
then send two emails to the same type of people letting
them know you are thinking of them and asking if you can
help them in anyway (a connection, help with attaining a
goal, promoting an event they are holding, etc.), and lastly,
write one post on Social Media (spreading your posts
across all sites throughout the week).
The goal is to get to 10 calls, 10 emails, 10 Likes or
Comments, and one post.
• Only you can do your own pushups! Start with one call
and progress from there. Even a 1-1-1 plan is better
than standing still.
• Do it now!
3) THE REAR-VIEW MIRROR
Do you remember the feeling you got the last time a
professional acquaintance called you “out of the blue” to
thank you for something you don’t even remember doing
The practice of showing this type of gratitude is quite
simple yet very powerful. Be sure to take the time to thank
each partner in the chain of referrals that led to this client
being referred. It’s a great way to get back in touch and to
keep at the top of mind with those people whom referred
you in the past.
Here’s how it works. Let’s say Anne, a referral partner,
just referred a prospective client. After you’ve had your
conversation with the client, you call Anne to thank her for
the connection and close the loop. Now, let’s get going…
Let’s say you met Anne via a referral from Bob. Pick up the
phone, call Bob, and say “Bob, I want to thank you again for
referring Anne to me because she has just referred a client
to me.” The loop is now closed with Bob. Then you call the
person who referred Bob and so on. Follow up with thank
you notes and/or a video thank you.
• No customer relationship management system equals
no retrace! Create a system to track how you’re getting partner and prospect referrals so you know who
• When a partner refers a client to you, call that partner
to thank them FIRST and learn some insight about the
client; and then call the client.
4) BOOKEND YOUR DAYS
Set aside time in the morning for SAVERS:
Silence – The act of being silent without distractions (no
music, no tv, no phone) can be great for your health – body,
mind and soul. The act of breathing and concentrating on
your rhythm can help you begin your day on the right foot.
Affirmations – Reading or listening to positive quotes
and stories can create the right mind set for the day.
Visualizing – Do you have a vision board (digital or
hard copy)? Having inspirational photos, even if they are on
your phone, to help you with your goals can be most effective in achieving them.
Exercising – If you tend to work out in the evening,
then use this time to simply walk for 20 minutes. Why not
just go up and down the stairs a few times? The key is to
get moving and not just to get to work!
Reading – Like books? Read a minimum of 10 pages
during this time. Magazine lover? Read an article.
Scribing (writing) – Journaling can be very uplifting. If
you are new at it, start with writing three things for which
you are grateful.