How Well Do You Score On These 12 Habits
By now, you have already started to notice that changing a well-developed habit takes a significant commitment to change.
You might even notice that underestimating the amount of determination and Herculean strength that is required to change an old habit, might be your biggest obstacle to success.
Well, a few weeks ago at the Strategic Forum Conference, a long time member Barbara asked me what I thought were the most important habits a person must develop if they want to fully embrace the By Referral Only way of living and doing business.
As you may or may not know, that when I’m asked a question like that, I see, hear and feel a blog coming on.
Well, after about a few weeks of journaling and observing the most referable people in the BRO System, I made a list of 12 habits.
My original list was 52, and then I realized that I am developing the habit of saying more with fewer words, so I whittled it down to a dozen.
That is a good thing for you, is it not?
I would love to see what you have to say about the list that I have created.
Maybe you can add to the list or embellish on some of the points that I have made.
Try rating yourself on a scale of 1 low to 5 high to discover what habits you may want to strengthen to become more referable.
1. I have developed the habit of thinking about and talking about the one word purpose for my business – Referral!
2. I have developed the habit of asking for and expecting referrals only after I have delivered value to my client.
3. I have developed the habit of communicating to my clients that the most valuable skills I provide them are my consulting, negotiating and the overseeing of the transactional details.
4. I have developed the habit of asking my clients what value they have received from me. I know at a very deep level, that the only way my clients have actually received value is I must hear them talk specifically about a behavior that I performed for them that they perceive or judge to be of value to them.
5. I have developed the habit of sharing what I have written on the back on my business card as my vision to each person I give my card to.
6. I have developed the habit of using the By Referral Only dialogues during my initial consultation. (Join me on the November 29th 10:30am Teleclass).
7. I have developed the habit of only giving advice to my clients after I have discovered their 5, 6 and 7.
8. I have developed the habit of orchestrating referral moments using the BRAG formula. (B=Blow it up; R=Resolve it; A=Acknowledge it; G=Go Green)
9. I have developed the habit of using the “Referral Rejection Dialogue” after clients say they don’t know anyone they can refer to me.
(Thank you for thinking about it. The next time you’re in a conversation with a person and they mention (define your referral request), please call me immediately and let me know how I can help them.)
10. I have developed the habit of asking for referrals using the ACTS formula. (Ask for Awareness; Ask for Comfort; Ask for Time; Ask for Specific People)
11. I have developed the habit of following through completely after receiving referrals by using the Referral Follow-Through Formula.
12. I have developed the habit of keeping what I learn about a client confidential, and at the same time, following up with the referring person to update them on my progress with the person they referred.
Well how did you do?
It might be a good idea to join on the Art of Asking Teleclass on November 29th at 10:30am.
I will be teaching you Level Two of the By Referral Only Initial Consultation.
Have a nice day.