What are the main reasons most local professionals consider joining a facilitated referral network like Caerusnet? They want opportunities for their business to get exposure. Most also want to make new, long-term connections in the local business community. They hope to emerge as a trusted resource amongst others. In addition, most professionals would like to get referrals from their network, as other professionals get to know, like, and trust them. Some join because they have a nice pipeline of prospects, and they are looking to add value to their own customer relationships by giving their clients helpful referrals when in need.
Over the past 16 years that I have owned Caerusnet, I have noticed that not everyone gets the same results, no matter their profession. While our facilitators are here to deeply support member success in our beloved facilitated referral network, the responsibility for that success lands in the lap of the individual member.
No matter what your profession is, it is a certain type of person that gets referrals. The ones who get referrals have difference-maker qualities. I first got exposure to the term “difference maker” from my dear friend, sales coach, and Caerusnet member, Jason Tracey, while listening to his valuable and insightful Coffee & Grit podcast.
In my observation, here are the most common traits of Caerusnet’s difference makers:
MINDSET CHOICE
They made the right choice in mindset between service-to-others vs service-to-self. Why should people refer clients to them? Especially, if they are in a field where there is serious competition like real estate, financial advising, insurance, home services, etc. Service to self is always putting one’s own needs above all others. People who are service-to-self operate with the mindset of “when I get what I want, then maybe I will help others get what they want.” This clearly the wrong mindset choice that sabotages your one to build mutually beneficial referral relationships! Service-to-others is the correct mindset to have. “How can I add value to my client, friends and family relationships?” is how difference-makers think. Difference makers believe that if they help enough people get what they want, then they will also get what they want.” Because of this mindset, I will offer that difference-makers know that in a fun way, service-to-others is honorable service-to-self.
POSITIVE PRESENCE
Anyone can complain but difference makers focus their energies on creative brainstorming and are experts at finding solutions, not pointing out obvious problems. They make their presence felt by leaving everything better than the condition they found them in. They improve the lives of the people they come across and make the organizations they are a part of better, simply because they are present in the presence of others. They are interested in the people in their network and ask questions. Most importantly, they listen to the answers they are given vs. formulating a response in their minds as their listening. Every day is a present when you are a difference maker – because difference makers are always present when they are with others.
CONSISTENT GOOD ACTIONS
Difference makers do not live in the world of good intentions. They live in the world of good actions. They take their network of referral partners with them subconsciously when they are in their regular course of business activity, always looking for opportunities to make referrals. Many Caerusnet difference-makers love to be the first member to give a new member of a team their very first referral! Taking good actions, multiplied consistently over time, will result in getting some of the best, warmed up reciprocal referrals one could ever ask for. If a person is not getting referrals in Caerusnet, the questions a member should ask themselves are: “Who have I really helped lately?” “Who have I really gone to bat for?” “Are the referrals I’m giving others adding value to their business?”
MINDSET CHOICE. POSITIVE PRESENCE. CONSISTENT GOOD ACTIONS.
This is the honest and honorable approach to relationship and referral success that Caerusnet difference-makers embrace. As a result, they are getting what they want in our facilitated referral network.