Seven R’s of Successful Referral RelationshipsPresented by: Karli Mann

Name?

Business?

One thing you want to get out of this session?

Referrals – key growth strategy

Charles Revson, Senior Executive, Revlon Cosmetics (1932-1975)

Clarity – Client Value Proposition

In the factory we make cosmetics; in the drugstore

we sell hope“

”

Clarity – Client Value Proposition

This is who we work with and the problems they have OR why we do it

ABC believes in the importance of entrepreneurialism. We work with IT entrepreneurs who are time poor, concerned about the future security of their families and don’t understand many of the financial aspects of their lives to ensure they will be rewarded for their efforts long-term.

This is the type of work we do for them/relationship have

We work with them to put in place a plan that provides focus and clarity, keep them informed over time of things they need to do to reach their goals and provide someone on the other end of the phone to help them make smart decisions.

These are the outcomes they have as a result of working with us

Our clients typically achieve better financial outcomes for their businesses and families, experience far less financial stress in their lives and reach their life objectives faster.

What businesses make suitable referral sources?

Establishing relationships – one technique

Connecting with suitable referral partners

Respect1

From the floor…

Can anyone share an example of when they haven’t felt respected by their referral partner?

Does anyone have any great examples of how they have earned the respect of a referral partner?

Reciprocity2

Results3

Regularity4

Break out activity

How often do you catch up with your referral sources currently?

What format do these catch ups take?

Right person5

Remuneration6

Relevance7

The 7 R’s of Successful Referral Relationships

Respect

Reciprocity

Results (communication of)

Regularity

Right Person

Remuneration

Relevance

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7

Thank you

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