Friday, July 20, 2010

An interesting day…

One of my associates started his day by attending a meeting of a local referral group. A banker stood up at the appropriate time and said that he just got two new customers that were startups and trying to grow sales. So, he was looking for introductions to more startups. Was he looking to introduce them to my associate who might actually be able to help them grow sales, their bank balance and their need for more banking services? Duh! As usual, the typical referral group member is all aout incoming referrals and has a very difficult time thinking in  terms of who in their group might be able to help their clients.

Next…

We talked about the elephant, the rider and the path and how they relate to our clients. You’ll understand when you’re older.

This afternoon, I let a few chamber contacts know about a special program that Dave Kurlan had been offering to chambers as a fund raiser. One responded with, “First need to find out – Is there a speaking fee?” to which I replied, “We didn’t charge either of the chambers below because we’re a member (and they kept the gate). One charged $50. The other charged $35. However, Dave needs a full room.”

She replied, “I will forward this to the Program Committee but if you need to have us confirm a count in order to have him they would most likely not commit to that. Let me know.”

I forwarded this to one of her associates saying, “Now I’m sorry that I included her. Talk about setting oneself up for failure.”

The losers were out today! I was scheduled to attend an after hours at Playa Del Carmen in Sturbridge and thought about blowing it off, avoiding any more losers and heading home to the great cook that I married, but as luck would have it, Vinton told me that he was going, so I went. 5 miles before the exit, I was in three lanes of stopped traffic because of a car fire just before the exit and I’m thinking, “Shoulda gone home!”

Bottom line: Had a great time tonight. Met some great people. Thank you, Dan, Christine, Dennis, Natalie, Cheryl, Steve, Tina, Adam, Paul, Aaron, Dick and a few others who shall remain nameless.

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4 thoughts on “Friday, July 20, 2010

  1. Rick
    As always you perservered and probably had a great meal as well. Glad to see the car fire did not ruin your night. I am sure you help a few others connect.

    By the way I am older and I do not remember the story of the elephant, the rider and the path and how they relate to our clients. But then again I am slow on the uptake.

  2. . . . the typical referral group member is all aout incoming referrals and has a very difficult time thinking in terms of who in their group might be able to help their clients . . .

    Your associate has the ideal opening to change the mindset of the referral group and show them how everybody wins by thinking in terms of how members of their group might be able to help their customers. Otherwise everyone in the referral group ends up just selling to each other… Hard slogging . . .
    But a referral group that truly understands how other members of the group can help their customers and build future business is fantastic! So build one!

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