How to Get Referrals While You're On Vacation

by David Frey
____________________________________________________


How would you like to stun, surprise and delight
your friends, business associates and referral
sources?

Simple.

Send them a greeting card that looks like this...


http://www.TheReferralNewsletter.com/a/vac1.jpg

(copy and paste the link into your browser)


Pretty cool, huh?

That greeting card was created while on vacation.

______________________________________________

The Amazing Power of the "Vacation Card"

______________________________________________


One of the coolest ways to delight the people
that know you is to send them a card while
you're on vacation.

How would you feel if you got a card from a
friend or business associate letting you
know that he was thinking about you while
he was on his vacation?

Here's another example of a great vacation card.


http://www.TheReferralNewsletter.com/a/vac2.jpg

(copy and paste the link into your browser)


You would probably feel pretty special.

Well, that's exactly what will happen when
you send cards to people while you're out
of town on vacation, just let them know
that you are thinking about them.

Here's a Simple Way to...

_____________________________________________________

Send Your Vacation Card to Hundreds of People...

_____________________________________________________


...With the Simple Push of a Button.

Step 1 Join Send Out Cards (you can send a card for nothing by going HERE)

Step 2 - Snap an exciting digital photo while on vacation

Step 3 - Upload that photo into SendOutCards.com

Step 4 - Insert a fun message on your card

Step 5 - Save your card

Step 6 - Select your group of friends and attach
that group to your card and push the "send" button.

That's it.

Your card will be printed, stuffed into envelopes,
stamped and sent out in one day!

The function in SendOutCards.com that allows you
upload and modify photos is called, "Picture Plus."

It is awesome!

Want to see a demo of how Picture Plus works?

It's going to blow you away.


Go check it out at http://www.PicturePlusDemo.com

(copy and paste the link into your browser)


____________________________________________

Imagine how all your friends will feel...

____________________________________________


...when they get your vacation greeting card.

They're going to love you!

This is just one of the many cool things you can

do with SendOutCards.com

If you want to find out how to sign up for SendOutCards.com just go to...

http://www.SignUpOptionsVideo.com

Use Code 50147.

(copy and paste the link into your browser)

Have a great day.

David

PS: Don't forget to watch my LIVE WEBINAR on February 24th where I will discuss the Send Out Cards system in detail and show you, step-by-step how easy it is to create an automated, unique referral system of your very own. If that date is not good for you, register anyway, and we will send you the recording link.

Just copy and paste or click on this link to attend. There is no charge.

https://www1.gotomeeting.com/register/231469824

PS#2: If you have questions about the webinar or about signing up for Send Out Cards, just call

978-633-7140 Mon-Friday 8AM-3PM Pacific time.

How To Make it RAIN Referrals

by David Frey

If you don't have a systematic referral program you
are missing out on one of the simplest, lowest cost,
ways to generate your highest quality customers.

Referrals are the lifeblood of small business and if
you haven't yet institutionalized a referral program,
you're making a huge mistake.

______________________________ _

Why are Referrals so Powerful?
______________________________ _


The reason referrals are so powerful is because they
come from a credible third party that has experienced
first hand the benefits of doing business with you.

They are even more powerful when they come from a friend
because you know that a friend has no ulterior motivations
but to do what's in your best interest.

You can believe what you friend is saying versus hearing a

commercial from a salesperson whose sole purpose is to

make money from you.

Referrals are also valuable because most of the time
they are completely free. How would you like to receive
the benefits of the most compelling sales advertisement
on earth for absolutely nothing?

You can through referrals.

Research shows the importance of referrals. According
to Paul and Sarah Edwards (authors of Getting Business
to Come to You), up to 45% of most service businesses
are chosen by customers based on the recommendations
of others.

A recent Dun and Bradstreet survey found referrals
to be one of the two most popular small-business marketing
methods (the other one is advertising).

Lastly, and I think this is the most powerful reason of all,
customers that give referrals become more loyal to you and
your business.

Once someone stands up and makes a public statement about you,

psychologically they will become more loyal to you and your business.

______________________________ ______________________________

Customer Service Doesn't Always Equate to Lots of Referrals
______________________________ ______________________________


Customer service is critical to the success of your referral
program. It is the foundation of the referral process. But
just because you give good customer service, it doesn't
mean that you will get a lot of referrals.

Receiving referrals on an ongoing basis is as much a function of

deliberate planning as it is great customer service.

Many small business owners assume that referrals will
happen by themselves if you give good customer service.
This isn't true. If you are not deliberate and proactive in
creating referrals, the chances of you receiving as many
referrals as you want are slim.

And your best customers are ready and willing to give you

referrals as was shown in the statistics above, you just

need to show them how.

______________________________ ______________________________

Word of Mouth Advertising and a Referrals are Not the Same
______________________________ ______________________________


Word of Mouth advertising happens when one of your
customers or friends mentions your small business in a
casual conversation. It's not intentional or planned. It's
just something that came out of their mouth.

A referral system is a methodical process that you
have put in place to capture qualified prospects through
your association with other people.

A 'system' by its definition is a 'process that products
predictable results.' A system can be turned on and off
like a light switch at will. Your business needs word
of mouth advertising but don't mistake that with developing
a methodical system for referral prospecting.

______________________________ _________________________

Making it Rain Referrals Starts with Your Attitude!
______________________________ _________________________


Time and again the same question keeps coming to me,
'How do I get more referrals?' My answer is always the
same, 'You must ask for them.'

In reality, most small business owners know that they

have to ask for referrals to get more referrals but it's the

fear of asking that impedes them from moving forward.

This fear of asking is rooted in your attitude. If your
attitude is one that believes that you are asking that
person to go out on a limb for you by asking them to
give you referrals then you will always be battling with fear.

______________________________ _______

People Want to Give Your Referrals
______________________________ _______

If you truly believe that it will be helping them if you
ask them to give you referrals your fear would fade quickly.
Your customers want to give you referrals.

It makes them feel good that they found a great small business

that they had a good experience with and they want to

share their 'little secret' (you) with their friends.

They will be seen as a hero, or someone 'in the know.'
And when their friend receives great service from you as well,
your referring customer will feel as though he was able to
do their friends a great favor.

When you ask for a referral, and you have treated that person
right, you are actually doing them a special favor.

______________________________

How to Ask for a Referral
______________________________


Has someone ever asked you for a referral? Did it go
something like this: 'Hey John, by chance would you know
someone who could benefit from my services?'

John starts to ponder and think about it and eventually

says, 'Well, not off the top of my head, but I'll keep thinking

about it.'

This is how 90% of all referral questions are asked and
unfortunately, you might as well not ask the question.

Rarely, if every, will you get a positive response. Why?
Because you didn't ask the question right. 'know anyone
who...' questions are too broad for people to think about.

People need a frame of reference to help them narrow
down the playing field of potential referral candidates.
For instance, imagine that you are talking to one of your
good clients who is pleased with your services.

You ask her, 'Mary, you're a member of the Women's
Financial Planning Association here in Chicago right?'
Mary responds, 'Yes, I am.' You ask, 'Do you go to
their meetings on a regular basis?' 'Yes, most
of the time.'

Mary says. 'Is there anyone in your
association that you believe could benefit from my
services? Maybe one or two people you've
known in the group for awhile or sit next to regularly?'

Did you see the difference? You gave Mary a narrow
frame of reference from which to think about. It allowed
her to 'see' the potential referrals in her mind.

This may be limiting the number of potential people that
your associates might know, but it is far more effective
than opening up the ocean of people that Mary may
know, but can't remember. Your request will also stay
in Mary's mind long after you've asked it because
she visualized your services with much greater intensity.

______________________________ ____

Two Types of Referral Programs
______________________________ ____


Basically, there are two sources for referrals, your
current customers (people who have done business
with you) and other influential people. You should have
an active referral system for both types of people.

Your customers are perhaps your most enthusiastic
referrers because they have experienced your product.
But, you may in fact, get more referrals from other
influential people who have never tried your product.

Develop a system for obtaining referrals first from
your customers and second from other influential
people or 'Centers of Influence.'

______________________________

Customer Referral Program
______________________________


Receiving referrals from customers starts with giving
great customer service. Without going into much
detail about the ins and outs of customer service I'd
like to share with you eight 'Moments of Truth'
that provide opportunities for you create a loyal
customer for life.

Pay close attention to watch out for these seven
moments of truth and if you go the extra mile at the
right time, bang, you have a lifetime customer.

- Moment of Truth # 1: The moment your customer
complains.

- Moment of Truth # 2: The moment one of your new
customers comes back to place a second order.

- Moment of Truth # 3: The moment a customer has
thanked you.

- Moment of Truth # 4: The moment one of your
customers has been through a hard time because
of a foul up on your (or their) part.

- Moment of Truth # 5: The moment a customer needs
a favor from you.

- Moment of Truth # 6: The moment you see your
customer in public.

- Moment of Truth # 7: The moment your customer
brings in a referral.

Perhaps the simplest way to harvest referrals from
your customers is to write a simple letter asking
them for their help.

______________________________ _____________

Centers of Influence and the 80/20 Rule
______________________________ _____________


Your best referrers are your customers. The people
who have experience with you and can vouch first
hand for your product and service. However, there
are many other people and organizations that you
must include in your referral prospecting system.

These individuals are people who know and
mingle with many other influential people. These
people are often known as, 'Centers of Influence.'

Centers of Influence can multiply your marketing
efforts ten-fold. They turn your marketing efforts from
one-to-one to one-to-many. They are the heavy hitters
that can have a profound multiplying effect on your
business.

A smart small business owner will spend the majority
of his referral prospecting time with the 20% of their
Centers of Influence that will produce 80% of the results.

______________________________ ____________

Tier 1 and Tier 2 Centers of Influence
______________________________ ____________


Your Tier 1 Centers of Influence are people that are
directly related in some way to your industry or
profession. Tier 1 Centers of Influence have a connection
to your industry because they provide complimentary
products and services. Referrals coming from your
Tier 1 Centers of Influence can be very powerful.

For example, suppose you are a chiropractor. Tier 1
Centers of Influence for you would be orthopedic
doctors, massage therapists, physical therapists,
family physicians, local gym owners and managers,
outpatient placement coordinators etc. All these
occupations deal with people who may be in need
of chiropractics.

______________________________ ____________________

What is Your Goal with Tier 1 Referral Givers?
______________________________ ____________________


Your goal with Tier 1 referral givers is to be the
first person on their minds when someone asks them
about purchasing a spa or pool. With this in mind,
you should sit down with your staff and come up with
ideas about how to be the first person standing in line
in the minds of your Tier 1 referrers.

Here are a few ideas to start you off:

1. Be their number one referrer: Make sure that you
also have a referral mindset. Before you get you must
give, which means that in order to get lots of referrals
from these people you must be giving them referrals.

2. Sponsor networking events or social gatherings
for them. Make sure you try not to invite competitors.
Have a good cross section. You might hold several
of these parties throughout the year so that you can
invite several different potential referrers from the same
industry.

3. Put each one of them on your newsletter list.
Give them helpful information that they can use to
make their sales go up. Give them marketing advice
and information on new developments in your industry
in which they should be aware.

4. Invite them to an all-expense paid marketing
association luncheon that has a great speaker.
Rent a limo to pick them up, serve them wine or
fine drinks, and treat them like stars. (I know a
mortgage broker that does this with real estate
agents and makes a fortune in referrals)

5. Purchase an information product about marketing
in their business and give it to them as a free gift.
They will thank you for your interest in wanting to
help them grow their business.

6. If it's a big potential referrer, send them a Harry
and David (www.harryanddavid.com) year round
gift that they will receive every month. This will keep
you in their minds all year long. Not long ago
someone did this for me and my wife and I glow
when we receive our fruit basket each month.

If you don't have the time or inclination to develop
a relationship with your Tier 1 Centers of Influence
then don't even try. If you're a chiropractor, it's
better to choose only one local family physician and
become close friends with him then trying to be
friends with 10 physicians haphazardly.

______________________________ _____________________

Educate Your Tier 1 Centers of Influence with Special Reports
______________________________ _____________________


Arm your Tier 1 Centers of Influence with tools to
help them to help their customers (and your prospects).
You may consider giving your Tier 1 Center of Influence
a supply of special reports that you have developed.

Again, if you're a chiropractor and someone inquires
about chiropractics to your Center of Influence they can
give them a special report that will answer some of their
questions. This will make your Center of Influence
look good and it will also be an effective method of referring
you.

Another idea is to purchase a best selling book-on-tape
that you think they might be interested in and give it to
them as a gift to let them know you
were thinking about them.

Information products aboutthat teach your Center of Influence

how to grow their business are always welcome and will let

them know that you are interested in growing your business.

______________________________ _

Tier 2 Centers of Influence
______________________________ _


Tier 2 Centers of Influence are people whom you come
in contact with on a regular basis in your personal life
but aren't connected to your industry. These are people
who come in contact with a large number of other people.
They too can multiply your marketing efforts.

Your Tier two Centers of Influence include but are not
limited to the following:

1. Neighbors

2. Friends

3. Clergy

4. Small business owners

5. Corporate business executives

6. Accountants

7. Financial planners

8. Lawyers

9. Pest control people

10. Etc.

Your Tier 2 Centers of Influence are people that may
have no idea what it is that you do. Take the time to
clearly explain to them not only what it is you do but
the importance of referrals for your business.

Go one step farther by inviting them to after-hours
socials. Tell them stories about some results that
your customer's have experienced as a result
of your product or service. Get them excited about
what you do.

Get to know what they do by asking them questions.

Now each of you can get excited when you give valuable

referrals, which in turn will be transferred to the new prospect.

______________________________ _____

The Power of Cross-Promotions
______________________________ _____


Perhaps the single most powerful referral program
is a cross-promotion using endorsements from other
well-respected people. It's a simple idea, an associate
sends an endorsement letter about you and your
product or service to their customer list and you, in
turn, do the same to your customer list. It's a win-win.

The reason endorsement letters are so powerful is
because people will buy from people they know
and respect.

How many times have you asked a personal friend

"'Do you know a good place to
buy __________?' Or 'Do you a good ____________
that I can go to see about getting _____________ done?"

You trust their opinion so you feel comfortable
buying from them.

You can make it a one-way cross-promotion in which
you have someone send out a letter to their customer
list and you give them a referral fee for those people who
buy your service.

Or you can make it a two-way cross- promotion in which both

of your send letters to your customers about each other's

products and services.

The are some examples of complimentary products or
services businesses that can take advantage of this
powerful strategy:

- Pizza place and video rental store

- Accountant and financial planner

- Toy store and fast food restaurant

- Dry cleaner and clothing store

- Paint store and tile business

- Jewelry store and wedding supply

The possibilities are endless. Brainstorm with people
in your network to come up with potential promotions
that you can do together. The payoff can be tremendous.

______________________________ _______________________

Ten Questions to Help You Become a Networking Pro
______________________________ _______________________


In my earlier years when I was naive I thought that
my success would increase in proportion to the
number of business cards I handed out. I handed
them out in droves.

But I couldn't figure out why I wasn't getting any business.

After a few years of experience under my belt I realized that it wasn't
the numbers that count, but the quality of relationships
that I nurtured.

To be a great networker you must become 'you' centered
rather than 'me' centered. Recognize that people
want to talk about themselves more than anything.

They are their own favorite subjects. Take advantage
of that and learn these 10 questions that will make people
feel warm, appreciated, and important.

Zig Ziglar, the famous sales trainer once said, 'You
can get everything in life you want if you just help
enough other people get what they want.' This is
so true. Thanks Mr. Ziglar.

The following are ten questions that Bob Burg, author
of the book, 'Endless Referrals' gives to help you get
to know potential referrers and leave a lasting
positive impression.

1. How did you get your start in the widget business?

People like to be the movie of the week in someone
else's mind. Let them share their story with your
while you actively listen.

2. What do you enjoy most about your profession?

This question elicits a positive response and good
feelings.

3. What separates you and your company from the
competition?

This question gives them permission to brag about
their business.

4. What advice would you give someone just starting
in the widget business?

This question makes them feel superior and allows
them to do some mentoring.

5. What one thing would you do with your business if you
knew you could not fail?

This question allows your friend to fantasize and
they will be thankful that you cared enough to ask.

6. What significant changes have you seen take place
in your profession through the years?

Asking people who are a little bit more mature in
years can be perfect because it allows them to reminiscing
about the good ole days.

7. What do you see as the coming trends in the widget
business?

This is a speculation question and positions them as an
expert in their industry which make them feel important.

8. What was the strangest or funniest incident you've
experienced in your business?

People love to share war stories but usually get a chance
to tell anyone about their experiences.

9. What ways have you found to be the most effective for
promoting your business?

This question, again, elicits a positive reaction and
also gives you an opportunity to see how they think.

10. What one sentence would you like people to use in
describing the way you do business?

You are allowing them to give themselves a compliment.
Who doesn't like compliments?

You'll notice something in common with each of these
questions. They all center around the person you are
talking to and allows them an opportunity to talk about
themselves.

Don't expect to ask your Center of Influence
each of these questions, but do have a few ready when
you talk to others.

______________________________ ________

Start (or join) a Referral Group
______________________________ ________


Choose ten people that you think would be good
members of your referral group. They may or may not
be your Centers of Influence. Let them know that you
are establishing a referral group and that they were one
of the first people to enter them mind because of their
great reputation.

Ask them to educate you on exactly what they do.
Tit for tat. No favors, no begging, no debt, no
smiley facing. Just a clean, fair, intriguing and
powerful approach.

Have monthly lunches when your group can get together
and then perhaps visit one of the group member's
businesses to allow them to explain what they do.
Find ways to serve your group members and educated
them on how to grow their own businesses.

You can begin to grow your network slowly and invite
other people who you or other members would feel
good about recommending. It's just a matter of
expanding your network to tap into the network of
other professionals. Simple, doable, easy. No selling
required. Just honesty.

Here are the steps to maximizing your referrals and revenue:

1. Appoint yourself as the host of this network In other words,
be their leader. (No need to tell them, however.)

2. So, now that you are the leader, ask yourself, 'What do my
constituents need most that I can provide for them at a very
small cost to myself?'

3. The answer? Training in how to build their businesses via
referrals.

4. Send a monthly note and update your group about each
others businesses. You need to be consistent with this
mailing (or emailing) each month. In effect, the monthly
list/email also works as an effective reminder that you are
there!

I have a friend in the financial services industry who sponsors
a monthly luncheon. Members pay a quarterly fee which
covers the cost of the lunch. He gets 50 to a 100 people at
his meetings and has literally stopped his advertising efforts
all together.

______________________________ ____________

A Caution About Giving Referral Fees
______________________________ ____________


Use a referral fee as your last ditch strategy. Money has
never bred loyalty. Friendship, trust, and a positive relationship
are what drive loyalty to you and your business. If you give
referral fees you will undoubtedly run into a situation in which
the referrer claims he gave you a referral and you disagree.

Or one of your competitors starts giving referral fees and
you feel the need to continually match them causing a
referral fee war (I've seen it happen). Another embarrassing
situation is when your customer finds out that a referral fee
changed hands which breaks the trust and confidence the
relationship.

It just seems that whenever money enters into the equation
and there is no surefire way to track it, trouble is on its way.
I've seen too many good relationships go sour because of a
referral fee dispute. It breeds everything you don't want in a
trusting relationship.

________________

Conclusion
________________


Establishing a referral program with your customers and
other influential people is absolutely critical. Many small
business people make the mistake of not institutionalizing
a systematic program for referrals. They confuse word of
mouth advertising with a referral system and, hence, overlook
the single most effective advertising for a small business.

Don't make the same mistake. Develop your networking
skills and referral programs today and start receiving an
endless stream of new customers.

Now go out there and make it rain referrals!

David Frey PS: Join DAVID FREY live when he gives an A-Z demo of his favorite referral

system in real time! GO Here to register!

What We've Been Trying to Get Across...

Something to give you pause for reflection- td PS: Yes, I know not all the "facts" are accurate, but the stuff about the internet is.. pretty interesting.

I guess by CHANGE, Barack Meant The Stuff in Your Pockets...

Same old socialist posturing, different day. This is sooooooooooo wrong.

Webinar Updates

from Tammy:


Thanks to the hundreds who attended the recent INSURANCE MAVERICKS webinar on January 22nd. Here is the link to the recording for those of you who missed the live version.
http://tinyurl.com/cuupz5

Join the Mavericks again on FEBRUARY 17th for:
Fire Your Lead Salesman: Real, Live Agents Talk About How They've Created Their OWN LEAD TSUNAMI!

https://www1.gotomeeting.com/register/223845788

NEW! February 10, 2009: Join the "106 Million Dollar Man", Bill Broich and his colleague Joe Rych as they talk about their new turnkey lead generation for annuity producers. HINT: It involves radio and it could be just what some of you need to end your seminar and direct mail blues.

https://www1.gotomeeting.com/register/232003996.

February 24, 2009 (Tuesday) Marketer extraordinaire DAVID FREY returns to give us a full overview of the automated marketing system he uses every day to reach out to his clients, prospects, and friends so that he is always in contact and always on their minds. If you have been wondering whether Send Out Cards will work for you as either a business tool or secondary income source, you won't want to miss DAVID FREY.
https://www1.gotomeeting.com/register/231469824

Also: Don't Forget about the INSURANCE MAVERICKS LIVE television program every Wednesday at 10AM Pacific, Noon Central, and 1PM Eastern. Go here to see it or to see past editions: https://ironfist.infusionsoft.com/go/MavLive/grouchy/

Reality...What A Concept

by Craig Garber
King of Copy.Com




No one wants to do business with some nameless, faceless
corporation.

Everyone wants to feel "some" kind of a connection to
whoever they're working with, even if it's a perceived
connection and not a real one.

Right?

Bottom line is people want to do business with real people.

But almost as important, did you know that making whatever
you're selling real, has a similar impact?

It's true. If you can somehow draw people into your message
by having them visualize themselves using your product,
you're well on your way to making a sale.

Joe Sugarman used to do things like this when he sold
electronic products.

He might say something like, "Pick up this new phone. Feel
how snug and secure it sits right in the palm of your hand.
Run your fingers over all the buttons on the phone and
feel how easy it is to dial all the numbers you want,
quickly and easily. No more rotary dialing that takes
forever, or wrist cramps that linger for hours on end,
after your call."

And you can do this for anything. Let's take something
totally mundane, for instance, like commercial property
insurance. How do you draw people into this, for goodness
sakes?

The answer is simple, check this out: "Last week, George
Icell's life was destroyed.

You see, George owned Icell's
Warehousing for the last 35 years. Every weekday George
came into the office at 5am, and left at 6pm, like
clockwork, never missing even one day of work during that
time, except for the two weeks he took off for his
Honeymoon back in 1974.

Sadly though, last week George's building was burned to a
crisp. And because he hadn't updated his insurance
coverage in ages... after 35 years of business, Icell's
Warehousing will not be reopening.

George's life will never be the same."

See, there are loads of ways to get your customers and
clients involved in what you're selling. The key is to
stimulate as many senses as you possibly can -- sight,
touch, feeling, smell -- whatever makes sense.

And if you can kick in an emotional component on top of this
(in this case, sadness and regret over the loss), then
you've got it made.

Don't forget this. It's not talked about very often, but
Lord knows it sure should be.

Now go sell something,
Craig Garber

P.S. One of my members actually sent in a video about their
experience with my Seductive Selling Newsletter. You'll
even see how he highlighted all the important points in
this particular issue!

And now at last, you can test-drive
it, for free. Just scroll down about two pages and listen
to what Brian Edmondson has to say on his video at :
http://www.kingofcopy.com/ssnl

The Pundit School on the Daily Show- Featuring Jess Todtfeld

The Daily Show With Jon StewartM - Th 11p / 10c

Pundit School

Barack Obama Interview
John McCain Interview

Sarah Palin Video
Funny Election Video

The Payoff for Those Who "Get It"

Matthew Sapaula-Advisor
and Media Celebrity


by Tammy de Leeuw
Editor in Chief
"The Grouchy Marketing Lady"

SINCE the beginning of this blog, nearly two years ago, I have been urging all of you in the financial services profession to INVEST in yourselves, to avoid looking for quick fixes and easy solutions, and to build a solid marketing foundation that will serve you now and in the future.

Every once in a while, someone GETS IT. And the results are more than spectacular.

Chicago's MATTHEW SAPAULA is one of the ones who gets it. Not only does he have one of the best-looking, most content-rich advisor websites I have ever seen (http://www.matthewsapaula.com/) he has mastered Web 2.0 in a a big way, using his Facebook account to market himself in a classy, subtle, but effective way.

Matthew has also been extremely successful in achieving the Holy Grail of free lead generation-getting himself recognized as a local expert. This has resulted in him having been interviewed on major television and radio programs.

I am hoping to bring Matthew on for a special webinar very soon.

In the meantime, add him to your Facebook friends so you can see what good a little PR can do.

http://www.facebook.com/profile.php?id=1425039729&v=app_2392950137

Lead Generation Ideas Part2: Webinar on January 22

How to Create A Lead Generation Machine That Never Stops and Have A Prosperous 2009 More Great Strategies From The Mavericks (no products- just good information!) Join us for a Webinar on January 22 Want to keep that appointment book full? Then you need to learn all you can about what is working NOW to generate leads. The Men of Mavericks return with an ALL CONTENT no pitch webinar designed to show you even more REAL WORLD, proven and tested ways for agents and advisors to keep attracting the kinds of clients they want and need. Grouchy and the Mavs believe that building a lead machine in tough times requires you to re-think and adjust your marketing to reflect what's in your prospects' HEADS RIGHT NOW. Let them... and GROUCHY show you HOW in this one hour info-packed webcast. ATTENDEES get a copy of the newsletter template AND a couple of Grouchy's Gifts- just for being there! (You never walk away empty-handed OR empty-headed from a Grouchy event!) Sign up now.. profit later. Title: How to Create A Lead Generation Machine That Never Stops and Have A Prosperous 2009 Date: Thursday, January 22, 2009 Time: 10:00 AM - 11:00 AM PST, NOON Central, 1PM Eastern After registering you will receive a confirmation email containing information about joining the Webinar. System Requirements PC-based attendees Required: Windows® 2000, XP Home, XP Pro, 2003 Server, Vista Macintosh®-based attendees Required: Mac OS® X 10.4 (Tiger®) or newer Space is limited. Reserve your Webinar seat now at: https://www1.gotomeeting.com/register/496657866

More Time Off=Better Production

by Bill Cates
Referral Coach International

Our December 30 issue of The Referral Minute received more feedback than any previous issue - and it wasn't even about referrals!

It was about the concept that time off to rejuvenate yourself should not be our reward for good, hard, creative work - but that it is the prerequisite for good, hard, creative work.

One of our readers asked me to elaborate on some of the things I do to increase my production while taking more time off.

While I'm clearly not the master of this yet, I do have a few ideas that might get you thinking. Then, you can turn the thinking into acting.

Here a short list of things that one can do to try to take more time off - without creating backlogs of work and/or holding up people from their own work. It's up to you to sincerely evaluate each item. Most of us discount our options and what we can achieve in this area.

We are run by our own limiting beliefs that dictate our actions. Sometimes it takes someone else to look at our personal situation and help us examine our beliefs about our time, etc. Here are a few things you might take a look at:

• Delegation - Can you delegate more than you do now? Why not? Is there just no person to delegate to or do you not trust the people you have in place? If the latter, maybe you need to change your staff or help them get more training.
  
  You can beging by talking to your staff about your goal to create more rejuvination time and discuss why that's good for the practice and what their role can be in helping you accomplish that goal.




• Focus - This is a big one. Most people don't take the time to get clear on their priorities and goals. They seem to take every good idea that comes along and try to accomplish it. Or, they don't want to miss an opportunity. One option is to create a mission statement for each year. For instance, for me, 2009 is all about selling more of our new video training program. We'll continue to do other things, of course, but this is our top priority. One thing I need to do to fulfill this mission is to hire a salesperson. I also have some sub-goals for the year as well. Every idea, project, etc., that comes my way gets evaluated with the statement "Will this help us achieve our goals or distract us from our goals?" Sometimes the answer is quite easy. Yield not into temptation.




• Train Others to Be More Self Sufficient - You know the old saying, "Give a man a fish and you feed him for a day, teach him to fish and you feed him for a lifetime." This same statement applies to our staff and others whom we support. We often do too much to help them, when they could be figuring out the answers themselves. Pay attention to when you are doing something that - if you took a little bit of time to educate them - they could do more on their own and need you less in the future.



• Start Small - You don't, all of a sudden, have to start taking every Friday off as I've done in the past (and trying to get back to). Maybe you can take a half day every Friday afternoon. I block every Friday off for the entire year. My staff knows not to schedule anything for me on those days without talking to me first. Sometimes I work on these days, but usually only a half day. Sometimes I actually take the day off. Two of my staff members work four 10-hour days and almost never work on Friday. They love it.

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How To Use Pictures to Increase The Effectiveness of Your Marketing

by Craig Garber

King of Copy.Com

There should only be one, over-riding reason why you're doing anything in your marketing.

Know what that reason is?

Of course! To increase the response rates of your sales promotions!

Because that leads to...

Making Yourself A Nice Little Boat-Load Of Cash!

Today I'm going to let you in on a little-known secret about how to use "pictures" in your sales promotions, the right way... and the wrong way...

so you can start turbo-charging your existing promotions, immediately!

First of all, if you're using pictures -- whether in newspaper or magazine display ads... online... or in sales letters make sure, no matter what, you're using real-live photographs and not drawings.

People "bond" better to other people, not to "drawings of other people".

Think of any picture of a little infant you may have seen. You can't help but smile, right?

The truth is, you wouldn't have had that same reaction if you were thinking about a "drawing" of an infant now, would you?

Second, if you're going to be using photographs of your goods or services, show your products or services actually "being used".

See, assuming the people who want your products are reading your ads in the first place... action-shots draw your prospects "into" your sales messages, making your prospects visualize themselves using your product.

For example: Most of the time, when people are selling swimming pools, they show you a beautiful empty pool surrounded by an immaculately clean deck.

But wouldn't you be a lot more likely to picture yourself drifting lazily on the surface of your pool, with a cool drink in your hand... the sun beating down on you from up above... beads of sweat pouring over your eyebrows and dripping onto the edges of your sunglasses...

if you saw a picture of someone doing that exact same thing in that photo of the swimming pool you were looking at?

And don't you think you're a lot more inclined to buy a pool if you can actually see yourself in that pool relaxing, right now?

Here, try something: I want you to close your eyes right now and totally immerse your thoughts with nothing else but that picture of yourself relaxing in your pool... without a care in the world.

Your kids are having fun close by (and not fighting with each other for a change)... your partner's on their way in, wading over to you with a fresh cold icy drink... and there's not a cloud in the sky.

O.K... Now... Snap out of it!

How did you feel?

Refreshing, right?

So you understand then, you want your prospects visualizing themselves using your products, so they start getting involved with your product in their own minds.

This brings them much closer to buying your products.

Here's an example of what can happen when you use pictures of your product in use, in your marketing. First, go to this website and look for the picture of the couple using the wine-cabinet, about a third of the way down the page.

I had my client use this exact same photo offline, using this web copy as a long-form sales letter.

Want to know how the sales letter did?

O.K., I'll tell you: We sent out 40 letters to a cold list, at an average cost of $2.25 for each letter: it was a $1.38 each for the printing, 83 cents for the postage on each letter, and another 4 cents for the envelope.

The first mailing, my client got 10 orders worth $20,970 Dollars, and since your second and third mailings will usually give you at least the same number of orders your first mailing produced...

we're expecting another $21,000 Dollars worth of business from this mailing.

Not bad, hey?

There was one tragic thing, though. The painful part of this was...

He didn't have 400 names instead of only 40!

So remember:

If you're going to use pictures, use photographs... and nothing else.

If you're going to show a photo of your goods and services, show your product or service actually being used.

And lastly, I didn't tell you this before, but I'm going to tell you now:

Always put captions underneath your photos. People tend to look at photos with captions, and then read the caption itself, but many times, photos without captions get ignored.

Why?

It has to do with your early programming from way back in elementary school when you were trained to read using textbooks, and then later on, newspapers.

All the photos always had descriptive captions underneath them, didn't they?

And think back... what was the first thing you did when you saw a photo with a caption?

Chances are, you looked at the photo and then you read the caption.

Well... just like bakery bread-slicing machines... some things never change.

What's going to happen is, your prospects will be doing the exact same thing when they're reading your sales promotions: First they'll look at your photos, and then they'll read the captions underneath.

Good pictures always lift your response rates. Start using them the right way, immediately... and you'll guarantee this.

Here's something else I bet you'll find unusual: Did you know, studies show men actually prefer seeing pictures of men using your product, and women actually prefer seeing pictures of women using your products? Yes, it's true!

Craig Garber is a top copywriter and lead generation expert based in Florida. His Seductive Selling Newsletter is the most read newsletter of its kind in the world. You can get a special offer on Seductive Selling at : https://kingofcopy.infusionsoft.com/go/SSNL/tdeleeuw/.

The King of Copy's Secrets of "Seductive" Sales

editor's note: "The King of Copy", Craig Garber is one of the world's leading authorities on lead generation, both offline and online, and is a master of writing highly effective ad copy. A former CPA and insurance agent, Garber teaches financial services industry professionals and other small business owners, the ins and outs of building a more prosperous business.

by Craig Garber


Seductive Selling Strategy #1: Attract, don't pursue. Most entrepreneurs are so desperate to find new prospects, they chase down almost anyone with a pulse, who might want to do business with them.

Instead, they need to change their positioning, so they're "attracting"business, not chasing it down. Pretend you're fishing -- when you cast out the right bait, you bring in BUCKETS of fish, but with the wrong bait, you come home empty-handed and frustrated. And what's the best bait to use? Keep reading, you'll find out in just a moment.

Seductive Selling Strategy #2: STOP trying to "convince" prospects they need what you're selling. Let's face it, the convincing business stinks! Making someone "want" to buy something, is like making someone "want" to date you -- it's not natural! But tapping into the existing wants and desires of a marketplace is. You want to find prospects who already want to buy what you're selling, right now, and then simply show them why they should buy from YOU, as opposed to your competition.

This eliminates needless "convincing," because these folks already want to buy. Do this, and you've got it made.

Seductive Selling Strategy #3:

Don't try to appeal to your prospect's sense of intellect in your marketing. Instead, appeal to what's inside their hearts -- what makes them "tick." You see, people make buying
decisions based on emotions, and nothing else. And pushing the right emotional "buy-buttons" gets you invited to the party. THIS is the best "bait" for you to use! Don't try and sell 'em a drink -- get 'em thirsty instead.

Seductive Selling Strategy #4: Contrary to what most people think, when it comes to marketing, it's not all about you! Telling people how great you are, how long you've been in business, or how long you've been in a certain location, only gets you ignored. After all, how do any of these things create value for prospects? But focusing on how you can benefit your
prospects -- this is the unspoken secret ultra-rich entrepreneurs use, to create net worth. Ignore this important strategy, and prospects will ignore you.

Seductive Selling Strategy #5: And lastly, know what you're really selling, and then sell the sizzle, not the steak. Sell the warm sun, white sandy beaches, and the beautiful ocean breeze, not the 9-hour plane flight wedged in cramped seats, sitting next to people with rotten breath and B.O. Paint a picture they want to see.

"Look, selling isn't easy, that's for sure," says Garber. "But by following these basic marketing principles, entrepreneurs attract the kinds of customers and clients they want to work with, and eliminate the tire-kickers and looky-loos who really aren't serious about buying. And for
most entrepreneurs, this is enough to get them fired up and excited about their business once again."

Try Craig's entertaining and informative newsletter for free by clicking HERE.

Grouchy Dances In The New Year

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It's A Grouchyful Life

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Are You On The Right Index?

by Tammy de Leeuw
"GrouchyMarketing Lady"

How To Stop Wasting Time

Complaining

About An Empty Appointment

Book And Get Off Your Can

And DO SOMETHING

ABOUT IT!

Learn 3 Secrets to Generating

An Abundance of Qualified

Leads At The Mavericks

Webinar on December 30th

Most of you probably don't know the name GARY HALBERT...

But regardless of whether or not you know the his name, I feel confident in saying that you have been influenced by him at some point in your lives.

You see Halbert, who died in 2007, was one of the most prolific and successful ad copywriters in history. Were I to show you some of his work, it would be immediately recognizable to you. You might even say, "Hey, I bought one of those!"

Beyond his gifts as a copywriter, Gary Halbert had a knack for getting to the essence of what makes people tick. In his own inimitable style, Halbert gave us his take on what makes winners and losers in life.

As we get ready to enter 2009, you and I both need to make some critical decisions. We need to ask ourselves "Where do I fit on the "Halbert Index'? And we need to be honest. Time and opportunity race by and they don't even notice you.

Gary used to ask: "Know how to make God laugh?" And his response: "Talk to him about the future."

Here is the Halbert Index. Be sure you are on the winner side when 2009 rolls around.

WINNERS: To be at the top of the Index you must be as follows:

(1) You must have a life, and

(2) You must have a sense of humor, and

(3) You must have intelligence and be an independent thinker, and

(4) You must be a generous and giving person but... at the same time...

(5) You must refuse to take shit from anyone who doesn't have a gun to your head, and

(6) You must be willing to take chances and cheerfully accept losses, and

(7) You must have the capacity and courage for true intimacy with your loved ones, friends... and sometimes... even your associates and strangers, and

(8) You must be wealthy always in your mind... and therefore... very often... in your pocket, and

(9) You must be honest and have integrity not defined by laws but rather, by the inner-core of your being, and finally

(10) You must have a relationship with a higher power (nicknamed "God") that does not necessarily include and/or often transcends any association with an organized religion.

On the bottom of the scale are LOSERS: They too, have some common characteristics:

(1) They are generally spectators instead of players, and

(2) They are usually critics who revel in grading people with whom they can't compete, and

(3) Sometimes, they have financial wealth (most often they don't) but they are

always poor in their minds, and

(4) They get their pseudo self-esteem from the grades given to them by others

and have no innate "sense of being" nor a core of natural integrity, and

(5) They think they have a sense of humor but they don't, since they can only

laugh at jokes made at the expense of others and they always fail to see the

ludicrousness of much of their own endeavors, and

(6) They often have intelligence in a technical way but almost no ability

whatsoever for true independent and innovative thought, and

(7) They lack courage and will study and "rehearse" endlessly but, will avoid

at all costs ever letting the curtain come up... unless... someone else has agreed

to star in the play, and

(8) They don't understand true morality. Therefore, they are much more

concerned with what's legal rather than with what's right, and

(9) They will be as obnoxious and abusive as possible to those under them

but, will kiss ass like crazy to curry favor with their superiors, and finally

(10) Many of them will have college degrees but will never recognize these degrees

as the silly jokes they are... and... they are unable to grasp the vital fact

all true education is self education.