Roadmap to Referrals

#155: Nuts & Bolts of the CX

June 01, 2021 10:30 - 24 minutes - 57 MB

As we start to build or tweak or refine your Client Experience, we need to get the foundational parts in place of the CX. We're calling this episode the nuts and bolts. Specifically answering when the CX starts, when (or if) it ends and the 2 part formula that makes up the CX. Resources mentioned in this episode can be found on the show notes page at www.staceybrownrandall.com/155.

#154: This Should Drive Your Client Experience

May 25, 2021 10:30 - 20 minutes - 47.1 MB

When helping business owners create their own client experience, we start with one particular activity to help them decide what type of experience to build. From this activity, we create the experience touch points that evoke the emotions they want their clients to have while working with them. I unpack the steps of this activity - start to finish - in this episode. You can find the resources mentioned in this episode on the show notes page at www.staceybrownrandall.com/154.

#153: Bottom Line Impact of the Client Experience

May 18, 2021 10:30 - 18 minutes - 43.3 MB

A strong, intentional and sticky client experience does many things for your business. In this episode, we look at 4 bottom line impacts the right client experience can have on your business. You already know I'm going to say receiving referrals is one of the 4 (and a personal favorite of mine) but what are the other 3? Let's dive in. All resources mentioned in this episode can be found on the show notes page at www.staceybrownrandall.com/153.

#152: Customer Service Does Not Equal Client Experience

May 11, 2021 10:30 - 17 minutes - 41.2 MB

For a long time fixing a client's problem was the extent businesses went to for their clients to ensure their loyalty and repeat business. While customer service is important as it solves any problem encountered by a client with your company, it's just one part of how client will judge your company. Let's talk about why. All resources mentioned on this page can be found on the show notes page at www.staceybrownrandall.com/152.

#151: Being Referable

May 04, 2021 10:30 - 20 minutes - 47.5 MB

When I teach the strategies, tactics and methodology of my Referrals Without Asking process, I am making one major assumption. And that is that you're referable. Meaning you have a client experience that delivers quality work and builds the right relationship. So I'm going to explain the ins and outs of the client experience in a series of mini-lessons so you can improve, tweak or create an intentional client experience for your business. Resources mentioned in this episode can be found o...

#150: Celebrating 150 Episodes

April 27, 2021 10:30 - 26 minutes - 59.8 MB

One hundred and fifty episodes. 150 episodes! It's mind blowing to think about hitting this milestone. When I started, I wondered if I would hit it. I mean, I always planned to hit this milestone when I started but 150 weeks is a long time. But together, we did it. Yes, with your continued listening, feedback, suggestions for topics, amazing reviews, 5 star ratings and high fives... we hit this milestone together. And in honor of 150 episodes, I cooked up an episode in true "Stacey" fash...

#149: Share and Tell

April 20, 2021 10:30 - 21 minutes - 48.8 MB

Share and tell... the grown up version of "show and tell." Join me for my first "on-location" episode as I record from my favorite writing spot in Asheville and dish about the newest book I'm writing (book #2), specifically the hang ups I'm facing. Plus I've announced the date for the next live Referrals Challenge... just a few weeks away in May so snag your spot now at www.staceybrownrandall.com/challenge. All links and resources can be found on the show notes page for this episode a...

#148: Breaking Down Layer #5 of Your Referral Strategy

April 13, 2021 10:30 - 20 minutes - 47.8 MB

We are continuing on with breaking down the six layers of the referral strategy with layer #5, which is focused on planting referral seeds with new clients. This episode brings into light an area we haven't discussed on the podcast in way too long... which is having a sticky client experience and being referable. This is where it all starts so it's fitting we dive in deeper. On this episode we look at the new client stage and planting client experience referral seeds during it but we will...

#147: Breaking Down Layers #3 & #4 of Your Referral Strategy

April 06, 2021 10:34 - 29 minutes - 66.8 MB

Over a series of episodes we've been breaking down the six layers of the referral strategy. The first two layers are plans you need to have, the existing referral source plan and the potential referral source plan. The other 4 layers are language tactics, tools in your toolbox you need for specific moments to help you generate referrals and create more referral sources. In this episode we break down two of the language tactics... language tactics for prospects who are referred and language t...

#146: The Who, What, When, Why & How of Referrals

March 30, 2021 10:30 - 22 minutes - 50.5 MB

Second quarter is starting... and now is the time to put a referral plan in place to take care of your referral sources. In this episode I break down the who, what, when, why and how of referrals so you can get started the right way! All resources mentioned in this episode can be found on the show notes page at www.staceybrownrandall.com/146.

#145: Do You Agree or Disagree?

March 23, 2021 10:30 - 30 minutes - 68.9 MB

So in the last episode (#144), I went on a rant talking about how we should be caring for our referral sources, not testing them. If you missed it, well, I encourage you to go listen to it. Because this week's episode is a discussion with my buddy Jordan Ostroff based on the previous episode. Let's just say it all started with a LinkedIn post by Jordan about referrals in which someone (who will remain nameless) commented on how we're to handle and treat our referral sources. That perspecti...

#144: What's Wrong Today with the Collective Referral Mindset

March 16, 2021 10:30 - 19 minutes - 44.5 MB

Even today - in 2021 - there is something very wrong with how referrals are discussed, handled and taught. There is a dangerous mindset out there that is doing damage to what I call the "collective referral mindset." The collective referral mindset is how we - collectively - think about referrals. The mindset has been dominated by one thought for decades. You guessed it, the asking for referrals advice. But lately I'm seeing another type of mindset move into focus that is an off-shoot f...

#143: This Bears Repeating

March 09, 2021 11:30 - 19 minutes - 43.6 MB

I felt it was time to re-visit the fundamental philosophy of how referrals without asking works. Specifically because what's on deck in two upcoming episodes. Meaning I want to make sure you're crystal clear on the referrals without asking philosophy, how we define referrals, who's in the cast of characters and what a referral is really all about. This foundation will help you understand why I think many - though not all - have it wrong with how referrals are taught, discussed or talked abo...

#142: When the Hard Work Pays Off

March 02, 2021 11:54 - 38 minutes - 87.2 MB

When developing a referral strategy there is one important skill you need to learn and have in place. It has to do with the 2nd layer of the referral strategy. ..it's the the ability to know how to turn clients and contacts into referral sources. On today's episode I invited fellow Growth By Referrals student Jackie Ho, an architect, to share her journey on learning and executing on the strategy I teach to develop potential referral sources into existing, current, active referral sources. A...

#141: Breaking Down Layer #2 of Your Referral Strategy

February 23, 2021 11:30 - 22 minutes - 50.7 MB

In a previous episode I broke down the first layer of your referral strategy... how to receive more referrals from your existing referral sources. In this episode, we look at layer 2... how to turn clients and contacts into referrals sources. Most of us will need to know how to turn the people we wish would refer us into actual referral sources. We call this layer - layer #2 - the potential referral source layer. You can download the visual to show you how all 6 layers of your referral...

#140: Q&A: How Referrals Fared in 2020

February 16, 2021 11:30 - 22 minutes - 51 MB

It's the number one question I've been receiving since the new year started... "How did referrals fare in 2020?" I looked over the data of how my clients in the Growth By Referrals program did to gather a few significant and key points. We looked at industry, how long they had been cultivating referral from their referral sources and if they continued with their 2020 touch point plan regardless of unknowns. In this episode, let's talk about successes and challenges. You can find the r...

#139: A Referral Strategy in Action

February 09, 2021 11:42 - 28 minutes - 64.8 MB

Sometimes the best way to learn and then apply what I teach about generating referrals without asking is through understanding how it worked for another business owner. As I teach you the first layer of your referral strategy, hear from David Ferguson, a financial planner, on what he learned and experienced as he put the first layer of his referral strategy in place. He shares the lightbulb moments he had plus his success. All resources mentioned in this episode are available on the sh...

#138: Breaking Down Layer #1 of Your Referral Strategy

February 02, 2021 11:30 - 21 minutes - 49.4 MB

Last three episodes we've been digging into referral sources. Understanding who they are, the relationship you have with them, if they are active or not active. In this episode, #138, I'll show you why knowing who your referral sources are is so important. In a previous episode I introduced the concept of looking at your referral strategy from a layering approach. The first layer of that strategy is what you do to take care of your existing referral sources. Let's break the layer down, ste...

#137: Clarifying the WHO

January 26, 2021 11:30 - 21 minutes - 50.2 MB

By now I hope when I ask who is the most important person in your referral strategy or process, I hope without hesitation you say... the referral source. We've been on a roll through the last few episodes digging in to these very important humans. And with this episode we go one step further to determine who might refer us this year. All resources mentioned in this episode can be found on the show notes page at www.staceybrownrandall.com/137.

#136: Calculating Your 2021 Referral Explosion

January 19, 2021 11:30 - 29 minutes - 66.5 MB

I've done a "calculate your referral explosion" episode before. But this year is different... we're looking at a few more factors to help you decide the number of referrals you might receive this year versus what you should be receiving. Whether you do 'back of the envelope' type math or download our referral explosion worksheet so you can easily follow along... you need to go through this formula so you are prepared for the year you're willing to work for. All resources and the downloa...

#135: This Number Matters Most for More Referrals

January 12, 2021 11:30 - 23 minutes - 52.7 MB

If I asked you which number matters most if you want to receive more referrals this year, do you know what it is? Would you say the number of referrals received in 2020? Or the total number of referrals you've ever received? Would you guess the number of new clients you need this year? What if it isn't any of these metrics. What if another number matters most so you can receive more referrals this year? And what if that "number" is only half the story? In this episode, we dive into wh...

#134: Biz Lessons Learned from the Craziest Year

January 05, 2021 11:30 - 34 minutes - 78.1 MB

I know, I know... you're seeing a lot of "lessons learned from 2020" posts, articles and episodes right now. It seems everybody has a take on 2020. And guess what? So should you. It's important to look back on the year and determine the lessons you need to learn from it and move forward with. Here are 4 of mine. Resources from this episode can be found on the show notes page at www.staceybrownrandall.com/134.

#133: The Future Always Belongs to Finishers

December 29, 2020 11:30 - 11 minutes - 25.7 MB

Jon Acuff, author or Finish, sums up perfectly what the Goal Finishers Club is all about when he said, "The future belongs to finishers." Those who finish their goals own the future because they are moving forward, making progress step-by-step and making the future they want a reality. In this episode we continue our conversation with a few business owners who embody this finishing mantra. All resources for this episode can be found on the show notes page at www.staceybrownrandall.com/13...

Bonus Episode: December 24, 2020

December 24, 2020 11:30 - 11 minutes - 25.4 MB

You'll only see this episode if you are subscribed to my podcast... so take a listen before the special message expires on December 31, 2020! This is only being shared with my loyal podcast listeners.

#132: Goal Crushers in Action

December 22, 2020 11:30 - 15 minutes - 35 MB

Are you still holding out on going through the Reverse Goal Setting process? If you've downloaded the workbook, then you know it's not just a page or two you go through. There's a little bit more involved. It requires you to think, ponder, consider options and write things down. It's critically necessary for your business. Yes, and I'll prove it to you. In this episode you'll hear from business owners who went through the Reverse Goal Setting process for the first time in 2017, 2018 and 201...

#131: Your Goals Finishing Strategy

December 15, 2020 11:30 - 29 minutes - 67 MB

We made it - the final step - step 3 - in the Reverse Goal Setting process. Step 1 was Reflection. Step 2 was the 5 - 3- 1. And now Step 3 is the Finishing Strategy. Oh yes, the home stretch and where we look at the important parts so we set our goals up for success. Setting goals is the easy part. Finishing them is the hard part. This finishing strategy will make your life throughout next year so much better. You can find the resources mentioned in this episode on the show notes page ...

#130: Special Q&A on Goals

December 08, 2020 11:30 - 31 minutes - 71.4 MB

We are taking a quick pause just before step 3 of the Reverse Goal Setting process so I can answer your questions about goals and the Reverse Goal Setting process. We dive into the importance of the "why" within the 5 vision, why I don't teach a SMART goal framework and more! You can find the resources mentioned in this episode on the show notes page at www.staceybrownrandall.com/130.

#129: Setting Your One Year Plan

December 01, 2020 11:30 - 15 minutes - 34.5 MB

Now that we have our 5 year vision defined and our 3 year milestones calculated... it's time to set your one year plan. Which - spoiler alert - becomes your 2021 goals! We reversed right into our goals for next year in a way where they matter... which is where we're headed, where we want to be in 5 years. All resources for this episode can be found on the show notes page at www.staceybrownrandall.com/129.

#128: Calculating Your 3 Year Milestones

November 24, 2020 11:30 - 20 minutes - 47.4 MB

We are moving right along with our Reverse Goal Setting process as we dig in to calculating our 3 year milestones. Your 3 year milestones must be the "halfway" point of where you need to be to be on pace to make your 5 year vision a reality. It's our markers to make sure we are heading in the right direction. I'll show you how to determine your milestones in this episode. You can find the resources mentioned in this episode on the show notes page at www.staceybrownrandall.com/128.

#127: Defining Your 5 Year Vision

November 17, 2020 11:30 - 24 minutes - 55.6 MB

As we move into step two of the Reverse Goal Setting process, the 5 - 3 - 1, we move from a business and goals reflection on 2020 to casting our vision for the future we want... 5 years out. It's time to define your 5 year vision and determine the real why behind it. You can find all resources mentioned in this episode on the show notes page at www.staceybrownrandall.com/127.

#126: Two Ways to Reflect

November 10, 2020 11:30 - 25 minutes - 59.1 MB

Whether you can't wait for this year to end or want to hold on to it for a bit longer... it's time to start turning our attention to the future. And not just next year... but a few years to come. It's all part of my Reverse Goal Setting process which we are diving into on the podcast. Over the next handful of episodes we will tackle all three steps within the Reverse Goal Setting process. And up first is step one which is all about reflecting on 2020. I know, I know... it might be painful fo...

#125: Your Referral Strategy: A Layered Approach

November 03, 2020 11:30 - 26 minutes - 60 MB

The best way to approach your referral strategy is from a layered approach. And there are 6 layers for you to consider. You might not need all 6 but you need to know them. This episode breaks down all 6 layers so you know where to start and which layers you need. To download the Referral Strategy Layered Approach PDF, visit the show notes page at www.staceybrownrandall.com/125.

#124: Deep Dive into Referrals: Professional Services

October 27, 2020 10:30 - 27 minutes - 63.2 MB

Our deep dive into referrals by industry wraps up (for now) with this episode and we tackle questions from an attorney regarding confidentiality and a consultant wanting to build a niche based on referrals plus one place people fail to look when starting to grow their new business (and its where referrals can be found!). You can find the resources mentioned in this episode on the show notes page at www.staceybrownrandall.com/124.

#123: Deep Dive into Referrals: Financial

October 20, 2020 10:30 - 24 minutes - 55.4 MB

The series continues and this week we are deep diving into the questions financial advisors/planners, wealth managers, insurance agents, and bankers ask when they get serious about generating referrals. And by serious, I mean they start doing the work and then specific questions pop up. We're tackling those questions. You can find the resources and links mentioned in the episode on the shownotes page at www.staceybrownrandall.com/123.

#122: Deep Dive into Referrals - Real Estate Part 2

October 13, 2020 10:35 - 31 minutes - 72.4 MB

Our deep dive into referrals by specific industries continues and we move from the "selling of real estate" to the "home of real estate". This week we dive into a question that architects, interior designers, decorators, and others are dealing with COVID continues. The question is how to get new referrals from clients during a time when people have drastically reduced or transformed their socializing routines for an industry reliant on local networking/connections to make "organic" referrals...

#121: Deep Dive into Referrals - Real Estate

October 06, 2020 10:30 - 27 minutes - 61.9 MB

For this 4-part series we are starting on the podcast, I am answering common questions I receive about referrals that are specific to different industries. These aren't the general questions I receive - like how do I get started, how does it work to receive referrals without asking, how to be consistent, how to track, etc. But specific questions that pop up once someone has decided to get serious about generating referrals without asking. I've broken down the industries so I can cover spe...

#120: Q&A Show: Burning Questions from our Listeners

September 29, 2020 10:30 - 16 minutes - 38.6 MB

On today's episode I am answering a question from a member of our community who wanted to know why he didn't convert one referral into a client - when he was referred 17 potential clients at one time. My answer may surprise you. You can find the details behind the question plus all resources I mention on the show notes page at www.staceybrownrandall.com/120.

#119: Making it Easy to Gather Testimonials

September 22, 2020 10:30 - 21 minutes - 48.6 MB

Having testimonials is paramount in building social proof and what our clients typically look for when deciding to hire us, or validate their decision in hiring us. So you need to have testimonials from your clients and an easy way to gather them continually, as you need them. This episode gives you 3 tips to make it easy to gather testimonials. You can find all the resources mentioned in this episode on the show notes page at www.staceybrownrandall.com/119.

#118: Removing "Stranger Danger" with Referrals

September 15, 2020 10:30 - 17 minutes - 40 MB

We all know what "stranger danger" is from our childhood. But listen to this story and two powerful keys as to why someone would hire you, buy from you when you are a stranger to them... all because they are referred. This episode is meant to be inspirational... to motivate you to go after the referrals you deserve. You can find all resources mentioned in today's episode on the show notes page at www.staceybrownrandall.com/118.

#117: Working While Schooling... Helping You Survive

September 08, 2020 10:30 - 18 minutes - 41.7 MB

Maybe your "working while schooling" is just getting started or maybe you've been doing it for a few weeks. It's hard (as you know what), challenging and stressful. So in this episode, I share 3 specific productivity tips to help you during this time. You can find the resources mentioned in this episode on the show notes page at www.staceybrownrandall.com/117.

#116: Working While Schooling... Helping Kids Thrive

September 01, 2020 10:30 - 31 minutes - 71.6 MB

Challenging isn't the right word. It doesn't seem to accurately describe the juggling act that parents - who are working - are attempting to manage with kids schooling from home. And the younger the kid(s), the increase of crazy. Plus stress. So we're looking at two sides of "Working While Schooling" coin. This episode - we're looking at tips to help kids thrive. So I brought in an education consultant to show us the way. You can find the resources mentioned in this episode on the ...

#115: Demystifying the CRM

August 25, 2020 10:30 - 41 minutes - 94.9 MB

At some point in your business ownership journey you'll be faced with the decision to invest in a CRM or Client Relationship Mangagement tool. And it can be a tough decision - with the options, the variety, the different focuses the databases can have, the price points and more. So for this episode I talk to Reuben Swartz on why he built his CRM... which sheds insight into what you should be looking for when you are deciding on investing in a CRM or changing your CRM. You can find th...

#114: Designing Your Perfect Office Space

August 18, 2020 10:35 - 30 minutes - 69.5 MB

Throughout this summer I've been working - so slowly it seems - to turn a detached building into my new office. The family refers it as the "Referral Ninja Studio." And before the end of August it should be ready to go. But while we still work behind the scenes to get it set up, let's meet the designer (Lesley Myrick) who helped me pull all the pieces together. We discuss tips and strategies to help you construct the best home office - since it seems that is where most of us will be for the...

#113: Referral No-No #7

August 11, 2020 10:30 - 14 minutes - 33.3 MB

We are wrapping up our Referral No-No series with our final no-no, #7. And this one may come across harsh but make sure to listen to fully understand what I mean when I say "you just don't get it." Because what people get stuck on can easily be fixed, if you're willing. Resources and links mentioned in this episode can be found on the show notes page at www.staceybrownrandall.com/113.

#112: Referral No-No #6

August 04, 2020 10:30 - 13 minutes - 31.7 MB

Okay, this Referral No-No is pretty straightforward. So easy to say and explain in theory but it seems in execution things go sideways. Here is Referral No-No #6. For the resources mentioned during this episode, you can find them on the show notes page at www.staceybrownrandall.com/112

#111: Referral No-No #5

July 28, 2020 10:30 - 16 minutes - 36.7 MB

We're back with another Referral No-No. When you make the decision to increase your referrals and do it in a way that works for you (without asking, doing nothing, without paying, and without being overly promotional and gimmicky)... you'll be hit with a few other things you need to understand and do. Referral No-No #5, #6 and #7 focus on those. So let's dive in to Referral No-No #5. For the resources mentioned during this episode, you can find the links on the show notes page at www.st...

#110: Referral No-No Q&A

July 21, 2020 10:30 - 15 minutes - 35.4 MB

For this episode we are taking a pause from our 7 referral no-no's to tackle the one big question about why we are taught these "no-no's" as the tactics of how to generate referrals. If you've never heard this explanation, it's a must listen and will help you understand where these no-no's have come from. You can find the resources and links for this episode on the show notes page at www.staceybrownrandall.com/110.

#109: Referral No-No #4

July 14, 2020 10:30 - 15 minutes - 36.6 MB

We are on to Referral No-No #4. This is another one I discuss when I teach why you have to think about your referral strategy and generation differently. Committing this No No shortchanges the consistent referrals you could receive. When you want referrals to be predictable - a source of new clients you can depend on - you need to focus on sustainable strategies which unfortunately these referral no-no's are not. You can find all resources mentioned in this episode on the show notes pag...

#108: Referral No-No #3

July 07, 2020 10:30 - 16 minutes - 37 MB

We are on to Referral No-No #3. If you want consistent referrals in your business then you don't want to commit any of these 7 no-no's. When you want referrals to be predictable - a source of new clients you can depend on - you need to focus on sustainable strategies which unfortunately these referral no-no's are not. You can find all resources mentioned in this episode on the show notes page at www.staceybrownrandall.com/108.

#107: Referral No-No #2

June 30, 2020 10:30 - 13 minutes - 31.6 MB

In part two of this new series on the podcast, we are breaking down the big no-no's I see people make when they are trying to generate referrals consistently in their business. And by consistently, I mean going from 3 or 4 referrals a year to 20. Or from 40 referrals a year to 100+. When you want referrals to be predictable - a source of new clients you can count on - you cannot do these 7 big no-no's. And on this episode, we are breaking down the second no-no. If you guessed no-no #1, this...