R is for Referrals, Part 8: Repeat

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Step 8 in creating your referral-only business is to repeat. That's right, repeat Steps 1-7 again and again. It's not sexy, sometimes it's not very exciting, yet this process so effective you won't recognize your business six or twelve months from now when you implement them.

Honorée turns service providers into rainmakers, average producers into rock-stars, and dreams into reality. For more information on how she can specifically help you or your organization, click here.

R is for Referrals, Part 6: Stay Connected

Now that you've got your ever-growing and changing list of connections, you absolutely must stay in touch with them on a regular basis. 

Regular means "as often as you need to in order to strengthen, build, and develop the relationship." 

In my mind, that means you'll be reaching out every week, month, quarter or twice a year. Some people will need or want to hear from you pretty often, for others, a couple of times a year will be sufficient. I've heard a "marketing rule of thumb" that states you must be in touch at least seven times before someone knows who you are, and at least quarterly to continue to know who you are.

Methods for managing your contacts and staying connected:

• You can use the Task function in Outlook, making each person a recurring task. Their name will pop up every month (or however often you choose), and you can reach out by phone, email, mail, FTD, or carrier pigeon. The purpose of the call is to connect, even if its only to their voicemail. The fact that you call is enough. You may have the opportunity, however, to invite them to a function (basketball game, lunch, drinks or dinner, a charity event). If they're not able to attend, again, the invitation will be enough. You can tell them what caused you to call, ask their opinion on something, or just ask what they need next most.
• You can use Sugar or SalesForce. My clients actively use both and there are pros and cons to each system.
• You can define your own way of staying in touch, using something you create or what your company has available.

What if you don't?

• When someone needs a business attorney, headhunter, or real estate agent, you won't be top of mind (and your name certainly won't), so they'll find someone else through their other connections, or *gasp* a Google or yellow-page search.
• You'll lose the opportunity for their business, their repeat business, and their referral business.
• Last, but not least, you might just miss out on an amazing person. Tragic, I say.

Don't you think a regular phone call or email is worth it? Truly, the potential gold in any relationship rarely shows up right away. It's after many weeks, months or even years of connecting that your brand reaches deep and broad enough to reach and maintain what we're all truly looking for: a huge business with lots of revenue.

Honorée turns service providers into rainmakers, average producers into rock-stars, and dreams into reality. For more information on how she can specifically help you or your organization, click here.

R is for Referrals, Part 5: Get Connected

One of our basic needs as humans is to become connected to others, making our time on this planet more rich and valuable. One of your basic needs as a professional is to connect with other like-minded professionals that make your time in business more rich and valuable.

While there are many ways to connect with others, ranging from your general membership mixers to your Meetups to just hanging out at your local pub, some ways are more effective and efficient than others. 

Here are my top 4 suggestions:

• Identify who is in regular contact with your target market, but is not in competition with you. For the purposes of this post, I'll use CPAs who focus on serving business owners for this example. CPAs need to know other CPAs who do not have their target market, so this might be forensic accountants, accountants who focus on doing personal, 1040 returns, etc.
• Additionally, they'll want to find attorneys in all different areas of practice (litigation, business formation, divorce, estate planning, just to name a few), insurance providers (residential and commercial), bankers, investment bankers, realtors, business owners of all kinds, and investment professionals. 
• Once you've identified the type of professional, next determine where you can meet this type of person ... yes, you guessed it, effectively and efficiently. Because the purpose of getting connected is to form a strategic partnership (where you exchange valuable leads), I suggest choosing professionals with a high-level of integrity, a great reputation and those that are just plain likeable. You'll find these folks at Rotary, volunteering at charities, members of private and country clubs, at networking events of all kinds (their associations, general get-togethers, etc.) and through contacts you already have. If you already know an attorney, chances are unbelievably positive she knows other attorneys, and you can also ask if she knows any of the other providers you've identified.
• You can also host events that are either personal or professional. I enjoy attending annual "client appreciation mixers," luncheons, dinners, fundraisers, auctions, and sporting events. If events that are beneficial to you are nowhere to be found, create one! For about 15 years, I've hosted casual events in my home, luncheons and parties. I get to invite people I want to know better, and have them over to enjoy some good food and great company.

Your assignment for now is to identify a dozen complimentary professional categories and make a list of where you might find them. Next, we'll discuss what's next: how to stay connected.

Honorée turns service providers into rainmakers, average producers into rock-stars, and dreams into reality. For more information on how she can specifically help you or your organization, click here.

Honorée Enterprises: Individual & Group Coaching and Training

Hello and welcome! 

Honorée Enterprises provides two specialized areas of professional and personal development for senior-level and service professionals. 

One-on-One Executive Coaching 
I offer the Honorée Method Coaching Program for senior-level service professionals who desire maximum achievement with minimal stress. My method is based on my fourteen years of coaching and corporate training experience, combined with my success as an entrepreneur, multiple business owner, and top producer. 

We can work together for a minimum of three 100-day sessions over the course of one year. Your coaching is customized and focuses entirely upon your goals and desired outcomes, complete with accountability and additional resources to supplement your professional development. All coaching takes place entirely by phone with agreed-upon work in-between calls. All calls and their contents are completely confidential. 

Investment: Inquire to me at Honoree {at} coachhonoree {dot} com. 

Note: You can also work with one of my certified coaches. They have been trained in the Honorée Method, and their fees are available upon request.

Group Coaching 

We offer the Honorée Method Coaching Program for groups of five or six complimentary service professionals: the ground-breaking Short-Term Massive Action (STMA) Group Coaching Program! We understand your desire to maximize your business, results, and profitability, which is entirely possible with the right structure and accountability.

The Program consists of 5-6 individuals who engage in group and individual coaching with two coaches {Group Coach and Individual Coach} over a period of 100-days. I created this Program from my work with over 5,000 professionals at all levels of experience. I have a 14-year track record as an executive coach, working with senior-level professionals and sales superstars as their mentor, coach, trainer, and confidant. In this program, I provide my proprietary time-proven recipe for individual and group effectiveness, efficiency, and productivity.

The STMA 100-Day Coaching Program takes place in three segments: daily group coaching call (25 minutes) for the first three weeks to turn daily actions into habits, weekly group coaching for remainder of 100 days to keep all participants on track, and individual custom monthly coaching for deeper work as well as sharing targeted tools and strategies. 

The program consists of Four Points of Accountability, and these components ensure its effectiveness:

The Group Coach

The Group Coach provides the One-on-One Pre-Start Strategy Session with each participant, to enable each client to crystallize their initial vision and choose three concrete goals, move strategically chosen daily actions into habits, and utilize other strategies that will enable them to achieve their goals.

There are twenty-seven (27) Group Coach-Facilitated 25 minute group coaching sessions. 

The Individual Coach

Each participant receives three 50-minute customized coaching calls. These calls are currently provided by me and my certified Individual Coaches. Both coaches work closely together to maximize each individual coaching call. These calls are held during weeks 4, 8, and 12 of the Program. There are also three separate tools provided to maximize each individual's progress.

Peer Accountability & Strategic Partner Engagement

Participants will be working with their fellow group members to strategize ways to network, give and receive referrals, and stay on track.

The STMA^TM Dashboard

The STMA^TM Dashboard is a Strategic Planning tool used as a guiding star to ensure maximum productivity and progress. It allows for accountability to be transparent to both coaches and participant.

Full participation is virtually guaranteed, and this participation all but guarantees results! You have two options for forming a group:

• Six individuals form a group within a company or firm. They could consist of those at the same level or across a practice area, division, or department. 
• One individual forms a group of a total of six (6) professionals that are logical strategic partners (for example, a business attorney would find a CPA, banker, financial advisor, insurance provider, attorney in complimentary practice). 

Investment: Inquire. Please contact Joan Richardson at 214-422-3965 or Joan {at} CoachHonoree {dot} com for more information.

Customized Training: 

I’ve written and delivered inspirational, motivational and transformational content on time maximization, organization, networking, and business development to well over 100,000 professionals at all levels, in audiences of 5-2,500, since 1999. My customized training can take place in your offices, via webinars, or conference calls. 

My programs are highly interactive, fun and informative, with immediately applicable tips, tools, strategies and ideas, and range from 90 minutes to a full 7-hour day. 

I would love an opportunity to put my experience to work for you and your company. For more information or a customized proposal, please feel free to send me an email at Honoree {at} HonoreeCorder {dot} com, or contact my assistant Christina Culbertson at Christina {at} HonoreeCorder {dot} com.