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Know Your Network

 

For success in generating referrals, it's crucial to know your sources – the members of your network. As such, there are five things that are critical that members of your network should know about each other. 

 

These five things are not mysterious secrets; they’re actually facts we are exposed to every day, but often  pay little attention to because we are not aware of the benefits we can accrue by sharing them.  In our book, Business By Referral, Robert Davis and I call this sharing - the GAINS Exchange:

 

* Goals

* Accomplishments

* Interests

* Networks

* Skills

 

If you know the GAINS categories and use them effectively, you can strengthen your relationships, create strong organizations, and live a more rewarding, productive, and enjoyable life.  The exchange is a two-way street.  Not only should you know these things about others, you should share the same type of information about yourself with them.

 

Goals

 

Goals are the financial, business, educational, and personal objectives you want or need to meet for yourself and for people who are important to you.  They could be problems you want to resolve or decisions you need to make, either immediately or down the road.

 

Whatever they are, you need to define your own goals clearly and specifically and you need to have a clear picture of the other person's goals.  Indeed, the best way to develop a relationship is by helping someone achieve something that's important to him or her.  If you do, they'll remember you when you need help achieving your goals.  You'll become valuable sources for each other, and your relationship will endure.

 

Accomplishments

 

Some of your best insight into others comes from knowing what goals they have achieved, what projects they've completed, what they have accomplished both for themselves and for others.  Accomplishments, whether as student, employee, organization member, parent, friend, sports fan, or neighbor, tell you more about a person than any number of intentions or attitudes.

 

People like to talk about the things they're proud of.  Engage your network members in casual conversation; encourage them to talk about their accomplishments.  Sharing your accomplishments may lead to fortuitous surprises, such as a mutual interest, or connection that can be beneficial for both of you.

 

Interest

About the Co-Author: Dr. Ivan Misner is the Founder and Chairman of BNI, the world's largest business networking organization, which has more than 4,900 chapters in 37 countries. Dr. Misner is also the author of several books, including the most recent addition to the bestselling Masters Series—Masters of Sales (www.mastersbooks.com), and the New York Times bestseller TRUTH OR DELUSION? (www.truthordelusion.com); and he is the Senior Partner for the Referral Institute (www.referralinstitute.com), a referral training company with operations around the world.

 

 

About Our Show Advisor: Bertrand McHenry spent 22 years developing his skills in outside sales. Starting out in the cell phone business, then to Pitney Bowes, Dictaphone Division, and finally in Medical Diagnostic Equipment Sales. His expertise became finding, training, and developing dynamic and record setting sales teams. A number of years ago he was introduced to the concept of “Referral Marketing” as a strategy for growing his business. It worked and he was hooked! At a conference Bertrand was presented with the Referral Institute opportunity and “I was intrigued so I began researching the company and its curriculum. It is actually the only company teaching Referral Marketing as a strategy to business owners and entrepreneurs around the world…so it didn’t take me long.” These days Bertrand is doing what he loves and what he does best…teach and train! “There is a lot of misunderstanding around the words “networking” and “referral marketing”. People make a lot of assumptions about those two words, and most of those assumptions are wrong! I can tell you without a doubt that Referral Marketing is the most powerful form of marketing there is. If we structure a referral marketing strategy and follow through week after week and just use the V.C.P relationship model…we can actually predict our income 6, 9, even 12 months out!” Most recently he has been quoted on yahoofinance.com, maimiherald.com, morningstar.com and USA Today featured him in an article on today’s economy calling him a “Trendsetter in the New Economy!” He is also a contributing author on Brian Tracy’s newest book titled “The Only Business Book You’ll Ever Need to Buy” due out in February 2012 Bertrand also hosted a radio show “Business Builders Radio” on CBS radio, Talk 650 AM. The radio show was dedicated to teaching the concepts of referral marketing and helping as many business owners as possible. Bertrand is fond of saying: “I love to teach business owners to Work Less, Play More, Make More Money, and Create Referrals for Life!”