Week 30.pdf

WEEK THIRTY

Welcome to Week Thirty of the Jim Rohn One-Year Success Plan. We hope you are

having a great week and are ready for this week's journey.

We've been discussing Referrals and Networking this month. As I reviewed Jim's and

Chris' lessons this week, I was struck by the point that Chris made about asking. It

reminded me of the book, "The Aladdin Factor" by Jack Canfield and Mark Victor

Hansen. We all go through periods in our life where we yearn for something--it might be

a better relationship with our spouse, a promotion or raise at our job, more customers,

better health, an appointment with a particular person/prospect or a loan to begin a

business venture. There are steps we must take in order to bring those desires to fruition,

and it's not likely to happen by simply wishing for it. One of the first steps you must take

is to plant a seed. We must give before we receive. Know what you want to reap before

you sow, because whatever you plant is what you will get. This applies to not only the

tangibles in life, but also your attitude towards other people. The investments we make in

people determine the outcome of our desires.

We might be surprised at how different some of our outcomes would be if we simply

asked for what we wanted--not what we thought we could get, or what is likely, or what

we thought the other party wanted to give. We must believe that we are worthy of

receiving what we want. I've heard it said that the most important opinion we have is the

opinion we have of ourselves. We must continually raise that opinion, and we can do that

by standing strong in our convictions, developing our skills, sowing seeds and living in

our values.

Enjoy this week's lesson and have a fantastic week!

Kyle

“It isn't so important that YOU know 250 people. What's important is that everyone

you MEET knows 250 people. That means, in essence, that every time you develop a

strong relationship with someone new, you've potentially expanded your personal

sphere of influence by 250 people every... single... time.”

–- Bob Burg

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NETWORKING A AND REFERRALS

Jim Rohn's Seventh Pillar of Success: Networking and

Referrals, Part Four – Getting the Referral

Hi, Jim Rohn here. Jim Rohn's Seventh Pillar of Success: Networking and Referrals, Part

Four – Getting the Referral

Hi, Jim Rohn here! This month we have been covering the topic of Networking and

Referrals:

1. Developing the Attitude for Networking (and life). The old saying is true that your

"attitude determines your altitude." You will only go as far as your attitude will carry

you. We looked at the kind of attitudes that enable you to successfully expand your

network and make your life all that it can be. There are certain attitudes you must have

toward circumstances, and those that you must have toward yourself and others. Your

attitude also governs the process of what takes place when you are networking. We

discussed attitude three weeks ago.

2. Becoming a Person of Influence. The ability to attract and influence others is

paramount to being a successful networker. We covered the principles of influence and

what motivates others to follow your lead, which in turn builds your network. We also

discussed how to expand your Rolodex with people who want to go with you to greater

heights. We covered this in detail two weeks ago.

3. Working your Network. It takes a certain skill to search for and gain new referrals in

order to expand your business. We showed you how to develop your network and grow

your business--what to do before the meeting, during the meeting and after the meeting,

all designed to help you grow your business through an expanding network of people. We

covered this in last week's edition.

4. Getting the Referral. The success of your business depends on keeping your current

customers satisfied while at the same time gaining new customers. The key to getting

new customers is getting the referral. In this week's edition, we will discuss a technique

for this and also cover the in's and out's of working with people in such a way that they

help you find others to grow your business. And they will gladly refer you!

This week, under the topic of “Getting the Referral,” I want to talk about what you have

to offer as the person asking for the referral and the mindset of the person giving it.

Let’s think through this situation. You have worked to develop a relationship with a

person and have now arrived at the moment of truth: Will they give you the referral?

Chris is going to talk about some specific techniques for getting the referral below, but I

want to draw our attention to something we may not think about often enough – the

mindset of the person who has been asked for the referral. If you can understand how this

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person is thinking, what his or her fears are, you will be able to negotiate and bring them

to the point where they readily give you the referral.

So, what exactly are people thinking – either consciously or

unconsciously – when they are asked to give a referral? Here

are a few things to keep in mind:

The person they are referring you to. One of the things they

think about is the person who you are asking to be referred to.

For example, you may ask to be referred to a very high level

executive and the person’s first reaction may be, knowing the

person you are asking for, that person does not like to be

referred to. That may be a deal killer right there. It may not

have anything to do with you. (However, even those high level

people can be referred to if you provide enough value). This is the next point.

Value. The person you are speaking with is going to decide whether or not you provide

value. Are you valuable to them first and foremost, and will you be valuable to the person

they would refer you to? The more valuable you have been to them, the more likely you

are to be to the referral. And this is key. The last thing they want to do is send you to

someone and have them say, “What did you think this guy was going to do for me?” You

want to create so much value in their mind that they know you will provide value to the

person they would send you to.

Safety. The way you interact with people will create either a safe or unsafe atmosphere. If

they had to go round and round with you in negotiations, or if you made them feel

uncomfortable, then they will not refer you to another person. You see, people hold their

contacts closely. Those contacts represent business, relationships and income to people.

They will not refer you to someone if they think you will cause that person to feel

uncomfortable. The best thing you can do is to create an atmosphere where the people

you work with feel at ease, with no pressure to make decisions that will be a win for both

sides.

What’s in it for me? Ultimately everybody wants to know what’s in it for them. This may

not be money, but at the very least people want to know that they are going to look good

to the person who is being referred to. If they recommend you, they want to be sure that

the response from the other person is going to be something along the lines of, “Jim,

thanks so much for giving my name to Tom. He was really helpful and I think we are

going to do some work together. I appreciate it.” See what that referring person gets?

They look good in their contact’s eyes.

Basically, in order to be good at getting referrals, you must understand the relationship a

person has with the person you are trying to get to: They are gatekeepers. They are

willing to only let the best through their gate. They want to protect both that person and

their own future relationship with that person. If you can create those kinds of situations,

and build your own relationships in such a way that they are open to you and what you

do, you will be well on your way to getting what Bob Burg calls “Endless Referrals.”

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In the next section Chris is going to give you some specific techniques on getting the

referral. After that, he will give you some questions for reflection and some action points

for the week.

Until next week, let's do something remarkable!

Jim Rohn

“Your first words set the tone. All encounters with customers and prospects are

yours to control. What word and tone choices are you making?”

-- Jeffrey Gitomer

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