Weekly Educational Slot
Crucial to Know Your Referral Sources
For success in generating referrals, it's crucial to know your sources – the members of your network and the members of your community. 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 are 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. My co-author Dr Ivan Misner, founder and CEO of BNI said in a recent interview: "I call this sharing the GAINS Exchange." The acronym is:
At the Referral Institute we train that this is also a two-way street. Not only should you know these things about others, you should share with them the same information about yourself. Referrals are based on great relationships and to have great relationships you must have a system and strategy to implement.
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 her. If you do, she'll remember you when you need help achieving your goals. You'll become valuable sources for each other, and your relationships 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.
Interests
Your interests can help you connect with others. People are more willing to spend time with those who share their interests or know something about them; if you and your network source share many of the same interests, it will strengthen your relationship.
Passions are your most important interests. A passion is something you love to do, something you could do all day long without encouragement or compliments from others.
Networks
A network starts with any group (formal or informal), organization, institution, company, or individual you associate with for either business or personal reasons. You have many networks, both formal and informal.
As the saying goes, "It's not what you know but whom you know" -- and to that you can add, "whom the people in your network know." As you share your networks with others, you will build relationships faster -- relationships that lead to business opportunities.
Skills
The more you know about the talents, abilities, and assets of the people in your network, the better equipped you are to find competent, affordable service when you or someone you know needs help. Think about what you do and identify the special skills you have; exchanging this information will help business relationships grow as well.
For success in generating referrals, it's crucial to know your sources – the members of your network and the members of your community. 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 are 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. My co-author Dr Ivan Misner, founder and CEO of BNI said in a recent interview: "I call this sharing the GAINS Exchange." The acronym is:
- Goals
- Accomplishments
- Interests
- Networks
- Skills
At the Referral Institute we train that this is also a two-way street. Not only should you know these things about others, you should share with them the same information about yourself. Referrals are based on great relationships and to have great relationships you must have a system and strategy to implement.
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 her. If you do, she'll remember you when you need help achieving your goals. You'll become valuable sources for each other, and your relationships 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.
Interests
Your interests can help you connect with others. People are more willing to spend time with those who share their interests or know something about them; if you and your network source share many of the same interests, it will strengthen your relationship.
Passions are your most important interests. A passion is something you love to do, something you could do all day long without encouragement or compliments from others.
Networks
A network starts with any group (formal or informal), organization, institution, company, or individual you associate with for either business or personal reasons. You have many networks, both formal and informal.
As the saying goes, "It's not what you know but whom you know" -- and to that you can add, "whom the people in your network know." As you share your networks with others, you will build relationships faster -- relationships that lead to business opportunities.
Skills
The more you know about the talents, abilities, and assets of the people in your network, the better equipped you are to find competent, affordable service when you or someone you know needs help. Think about what you do and identify the special skills you have; exchanging this information will help business relationships grow as well.
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