1 00:00:00,000 --> 00:00:02,100 Good morning, good afternoon, and good evening everybody. 2 00:00:02,100 --> 00:00:03,660 And welcome to today's episode 3 00:00:03,660 --> 00:00:06,040 of the NeverPeak Project Podcast. 4 00:00:06,040 --> 00:00:07,520 I'm your host, Coach Ranger. 5 00:00:07,520 --> 00:00:09,260 In today's episode, I'm gonna be going over 6 00:00:09,260 --> 00:00:11,400 the general definition of a referral network, 7 00:00:11,400 --> 00:00:13,600 give you some examples of what a referral network 8 00:00:13,600 --> 00:00:16,400 could look like, as well as some strategies 9 00:00:16,400 --> 00:00:20,320 that I have found useful in building up a clientele 10 00:00:20,320 --> 00:00:24,480 and referral basis in one of these organizations. 11 00:00:24,480 --> 00:00:27,840 Grab a beverage, sit back, relax, and let's get going. 12 00:00:27,840 --> 00:00:31,120 To really just set the tone and clarify what it is 13 00:00:31,120 --> 00:00:32,640 that we're gonna be talking about, 14 00:00:32,640 --> 00:00:36,400 I just want to define what a referral network is 15 00:00:36,400 --> 00:00:39,240 and give a few examples of what that could look like. 16 00:00:39,240 --> 00:00:41,400 One of the biggest referral networks in the world 17 00:00:41,400 --> 00:00:44,280 is BNI, Business Networking International. 18 00:00:44,280 --> 00:00:47,600 I'm sure that there is one probably in every major city 19 00:00:47,600 --> 00:00:50,360 in every single state, all across the country, 20 00:00:50,360 --> 00:00:52,040 all across the world. 21 00:00:52,040 --> 00:00:54,840 There are some localized referral networks. 22 00:00:54,840 --> 00:00:56,440 I was a part of one in Modesto 23 00:00:56,440 --> 00:00:58,320 called Gold Star Referral Network. 24 00:00:58,320 --> 00:01:00,360 I believe that one started in Oklahoma, 25 00:01:00,360 --> 00:01:01,920 so it's in a few different states, 26 00:01:01,920 --> 00:01:04,180 but it's not quite as large as BNI. 27 00:01:04,180 --> 00:01:07,880 Then there are some more localized industry-specific ones 28 00:01:07,880 --> 00:01:11,020 or club-specific ones, such as the BRN, 29 00:01:11,020 --> 00:01:14,200 which is through the San Mateo Chamber of Commerce, 30 00:01:14,200 --> 00:01:16,040 and that stands for Business Referral Network. 31 00:01:16,040 --> 00:01:18,760 And really to just get down straight to the definition 32 00:01:18,760 --> 00:01:20,280 of what a referral network is, 33 00:01:20,280 --> 00:01:22,980 a referral network is a structured system 34 00:01:22,980 --> 00:01:25,100 designed to facilitate warm introductions 35 00:01:25,100 --> 00:01:27,440 and business opportunities to its members. 36 00:01:27,440 --> 00:01:29,660 Typically, a lot of networking groups, 37 00:01:29,660 --> 00:01:31,440 even just General Chamber of Commerce 38 00:01:31,440 --> 00:01:33,760 or a few other ones I'll get into in just a second, 39 00:01:33,760 --> 00:01:35,420 a lot of other networking groups 40 00:01:35,420 --> 00:01:39,000 are just focused on shaking hands, meeting people, 41 00:01:39,000 --> 00:01:40,240 exchanging business cards, 42 00:01:40,240 --> 00:01:43,040 just trying to get to know who others are in the industry. 43 00:01:43,040 --> 00:01:45,000 And what I have kind of found difficult about that 44 00:01:45,000 --> 00:01:46,960 is I've been to quite a few of them. 45 00:01:46,960 --> 00:01:48,560 One of the biggest examples that I can think of 46 00:01:48,560 --> 00:01:51,440 off the top of my head is the Small Business Expo 47 00:01:51,440 --> 00:01:54,360 that was in South San Francisco a few months ago. 48 00:01:54,360 --> 00:01:56,920 I did a podcast episode about some takeaways from that, 49 00:01:56,920 --> 00:01:58,600 as well as a blog post. 50 00:01:58,600 --> 00:02:01,720 But where organizations like BNI 51 00:02:01,720 --> 00:02:05,300 and networking events like that is they are not organized. 52 00:02:05,300 --> 00:02:07,880 There are timelines and there's keynotes 53 00:02:07,880 --> 00:02:08,780 and there's all these other things 54 00:02:08,780 --> 00:02:10,740 that happen during those events, 55 00:02:10,740 --> 00:02:13,960 but with BNI there is a specific structure 56 00:02:13,960 --> 00:02:18,080 and a focus on giving referrals to other members 57 00:02:18,080 --> 00:02:20,580 and receiving referrals back. 58 00:02:20,580 --> 00:02:22,280 The networking events that I've been to 59 00:02:22,280 --> 00:02:24,760 at the Chamber of Commerce or, like I said, 60 00:02:24,760 --> 00:02:26,320 the Small Business Expo, 61 00:02:26,320 --> 00:02:29,520 it was just kind of this mad dash to make connections. 62 00:02:29,520 --> 00:02:31,360 You have to go up and talk to people. 63 00:02:31,360 --> 00:02:32,640 You have to make a huge effort 64 00:02:32,640 --> 00:02:35,400 in order to even just exchange cards with someone. 65 00:02:35,400 --> 00:02:36,380 I still attend those events. 66 00:02:36,380 --> 00:02:37,220 I love those events. 67 00:02:37,220 --> 00:02:40,200 I've gotten better at networking and talking to folks. 68 00:02:40,200 --> 00:02:42,720 Really where organizations like BNI differ 69 00:02:42,720 --> 00:02:45,320 is that you are in a room with the same people 70 00:02:45,320 --> 00:02:48,320 every single week in order to get to know them 71 00:02:48,320 --> 00:02:51,540 and their business and explain and educate everyone else there 72 00:02:51,540 --> 00:02:53,760 about your business and what you offer 73 00:02:53,760 --> 00:02:57,240 and the results that you can give potential clients. 74 00:02:57,240 --> 00:02:59,200 To be clear, there is an expectation 75 00:02:59,200 --> 00:03:02,040 that you also give referrals in that group, 76 00:03:02,040 --> 00:03:03,740 but we'll touch more on that later, 77 00:03:03,740 --> 00:03:06,680 and how I have found a way to do that 78 00:03:06,680 --> 00:03:09,340 without feeling weird about it. 79 00:03:09,340 --> 00:03:12,800 So to clarify how I am defining a referral network 80 00:03:12,800 --> 00:03:15,500 is it is a group of business owners 81 00:03:15,500 --> 00:03:17,520 or people that work for a business 82 00:03:17,520 --> 00:03:20,260 that meet every single week or every other week 83 00:03:20,260 --> 00:03:22,520 that is industry specific 84 00:03:22,520 --> 00:03:24,160 where there can only be one life coach. 85 00:03:24,160 --> 00:03:25,600 There can only be one banker, 86 00:03:25,600 --> 00:03:28,000 one real estate agent, one mortgage broker. 87 00:03:28,000 --> 00:03:29,540 They meet every single week. 88 00:03:29,540 --> 00:03:31,700 They typically do a 30-second elevator pitch 89 00:03:31,700 --> 00:03:32,860 about their business, 90 00:03:32,860 --> 00:03:36,020 and there's some form of accountability and structure 91 00:03:36,020 --> 00:03:38,920 to ensure that everybody is actively participating 92 00:03:38,920 --> 00:03:40,440 and that people aren't just sitting there 93 00:03:40,440 --> 00:03:41,520 trying to collect referrals 94 00:03:41,520 --> 00:03:43,600 without putting in any work themselves. 95 00:03:43,600 --> 00:03:45,900 That is what I'm gonna be defining as a referral network 96 00:03:45,900 --> 00:03:47,560 for the rest of this podcast. 97 00:03:47,560 --> 00:03:50,480 Now in Alex Hermosy's book, $100 Million Leads, 98 00:03:50,480 --> 00:03:52,980 he talks about a method called the Core Four 99 00:03:52,980 --> 00:03:55,240 to get more leads for your business. 100 00:03:55,240 --> 00:03:58,640 And the Core Four, that stands for warm outreach, 101 00:03:58,640 --> 00:04:02,560 cold outreach, posting free content, and running paid ads. 102 00:04:02,560 --> 00:04:04,120 Those are four different methods that you can use 103 00:04:04,120 --> 00:04:06,760 in order to get more leads for your business. 104 00:04:06,760 --> 00:04:07,960 And a little bit later in the book, 105 00:04:07,960 --> 00:04:09,320 he starts talking about something called 106 00:04:09,320 --> 00:04:11,340 the Core Four on steroids, 107 00:04:11,340 --> 00:04:15,040 which he refers to more appropriately as lead getters. 108 00:04:15,040 --> 00:04:16,520 Now there's four major types of lead getters. 109 00:04:16,520 --> 00:04:20,880 There's customers, affiliates, employees, and agencies. 110 00:04:20,880 --> 00:04:22,380 And the reason that I share that with you 111 00:04:22,380 --> 00:04:24,000 is that the original Core Four, 112 00:04:24,000 --> 00:04:25,600 warm outreach, cold outreach, 113 00:04:25,600 --> 00:04:27,560 posting free content, running paid ads, 114 00:04:27,560 --> 00:04:30,520 that's all what you can do as a business owner. 115 00:04:30,520 --> 00:04:33,920 That is you putting in the work hours for dollars, 116 00:04:33,920 --> 00:04:36,620 essentially, whereas the Core Four on steroids 117 00:04:36,620 --> 00:04:38,880 and getting lead getters for your business, 118 00:04:38,880 --> 00:04:42,800 that is using the power of other people in your network. 119 00:04:42,800 --> 00:04:45,120 Another thing that Alex Hermosy says in his book 120 00:04:45,120 --> 00:04:49,560 is where the Core Four and the lead getters kind of differ 121 00:04:49,560 --> 00:04:51,740 is that there's only one of you, 122 00:04:51,740 --> 00:04:54,480 but if you're able to get other people to help you get leads, 123 00:04:54,480 --> 00:04:56,440 there's way more of them. 124 00:04:56,440 --> 00:04:59,360 And that's what I really love about referral networks 125 00:04:59,360 --> 00:05:01,520 is you're kind of training your own sales team 126 00:05:01,520 --> 00:05:04,000 every single week and through one-to-one meetings, 127 00:05:04,000 --> 00:05:05,800 which again, we'll get to in just a second, 128 00:05:05,800 --> 00:05:07,760 but it's about getting people in your network, 129 00:05:07,760 --> 00:05:11,060 in your local area, to be on the lookout for you 130 00:05:11,060 --> 00:05:12,840 while you're on the lookout for them. 131 00:05:12,840 --> 00:05:14,860 It's really just making sure that local commerce 132 00:05:14,860 --> 00:05:17,120 is consistently supporting itself. 133 00:05:17,120 --> 00:05:20,840 And personally, that kind of network and structure team 134 00:05:20,840 --> 00:05:23,160 is something that I really love and value. 135 00:05:23,160 --> 00:05:25,640 And before we get further on, 136 00:05:25,640 --> 00:05:27,240 I want to be able to explain something 137 00:05:27,240 --> 00:05:29,560 that is a huge thing to keep in mind 138 00:05:29,560 --> 00:05:31,960 if you are a part of one of these referral networks 139 00:05:31,960 --> 00:05:36,880 is the difference between a tip, a lead, and a referral. 140 00:05:36,880 --> 00:05:38,680 Now, when we're in a referral network, 141 00:05:38,680 --> 00:05:40,840 we wanna strive for referrals. 142 00:05:40,840 --> 00:05:45,320 In BNI, it's a level one to a level five, in Gold Star, 143 00:05:45,320 --> 00:05:46,620 it was just kind of on the spectrum 144 00:05:46,620 --> 00:05:48,320 of a tip, lead, and referral. 145 00:05:48,320 --> 00:05:49,660 Now, what I wanna really get across 146 00:05:49,660 --> 00:05:51,760 is when we're in these referral networks, 147 00:05:51,760 --> 00:05:56,000 we want to give and receive qualified referrals 148 00:05:56,000 --> 00:05:57,680 from and to one another. 149 00:05:57,680 --> 00:05:59,280 Now, to just kind of keep it in mind, 150 00:05:59,280 --> 00:06:03,420 a tip, lead, and referral, think zero, one, two. 151 00:06:04,420 --> 00:06:06,260 And that number is referring to the amount 152 00:06:06,260 --> 00:06:09,240 of contact information that has been exchanged. 153 00:06:09,240 --> 00:06:10,960 When you're just giving a tip to someone, 154 00:06:10,960 --> 00:06:12,880 it could be something as simple as, 155 00:06:12,880 --> 00:06:15,120 hey, to the painter in your group, 156 00:06:15,120 --> 00:06:16,240 on my way to work the other day, 157 00:06:16,240 --> 00:06:17,600 I noticed that there was this building, 158 00:06:17,600 --> 00:06:19,800 the paint looks like absolute garbage. 159 00:06:19,800 --> 00:06:22,280 You might wanna go drop off a card or go check it out, 160 00:06:22,280 --> 00:06:23,840 here's the address. 161 00:06:23,840 --> 00:06:25,540 That's just a little bit of information. 162 00:06:25,540 --> 00:06:27,600 There's no contact information exchange. 163 00:06:27,600 --> 00:06:29,060 Sure, you might've given them the address 164 00:06:29,060 --> 00:06:30,800 or you might've told them where something was, 165 00:06:30,800 --> 00:06:32,960 but that doesn't really help anything. 166 00:06:32,960 --> 00:06:33,960 They still have to go out there, 167 00:06:33,960 --> 00:06:34,960 they still have to prospect, 168 00:06:34,960 --> 00:06:36,900 they still have to do all of the work. 169 00:06:36,900 --> 00:06:37,740 Is it useful? 170 00:06:37,740 --> 00:06:39,280 Sure, is it what we're there for? 171 00:06:39,280 --> 00:06:40,420 Not necessarily. 172 00:06:40,420 --> 00:06:43,140 Now when we're moving into a lead, 173 00:06:43,140 --> 00:06:45,120 now Alex Hermosy defines that as, 174 00:06:45,120 --> 00:06:48,280 a lead is somebody that you can contact. 175 00:06:48,280 --> 00:06:50,120 Now, an example of this could be, 176 00:06:50,120 --> 00:06:52,040 hey, Tom, the painter in my group, 177 00:06:52,040 --> 00:06:54,600 one of my neighbors was talking about his house 178 00:06:54,600 --> 00:06:56,340 a little bit, I have his number on my phone, 179 00:06:56,340 --> 00:06:57,240 I can just give it to you, 180 00:06:57,240 --> 00:07:00,200 maybe just give him a call and just see where it goes. 181 00:07:00,200 --> 00:07:04,000 That is nice because there is a need that was identified, 182 00:07:04,000 --> 00:07:07,160 there is some kind of potential use for your service. 183 00:07:07,160 --> 00:07:10,960 However, there's a good chance that the person referring 184 00:07:10,960 --> 00:07:12,480 never really talked to the neighbor 185 00:07:12,480 --> 00:07:16,320 and they're not expecting the call from Tom, the painter. 186 00:07:16,320 --> 00:07:18,360 And that can cause an issue because if they, 187 00:07:18,360 --> 00:07:21,040 if Tom calls that person and that person has no idea 188 00:07:21,040 --> 00:07:22,760 who they are or why they're calling, 189 00:07:22,760 --> 00:07:24,360 it's just another sales call 190 00:07:24,360 --> 00:07:26,240 and they're just gonna get hung up on. 191 00:07:26,240 --> 00:07:27,880 It doesn't really help anything. 192 00:07:27,880 --> 00:07:28,820 Is it useful? 193 00:07:28,820 --> 00:07:30,320 Sure. 194 00:07:30,320 --> 00:07:31,820 Is it what we're looking for? 195 00:07:31,820 --> 00:07:33,440 No. 196 00:07:33,440 --> 00:07:38,440 Whereas a referral, a proper referral is again, number two 197 00:07:38,560 --> 00:07:42,400 and that is for two forms of contact information exchange. 198 00:07:42,400 --> 00:07:43,520 That could look something like, 199 00:07:43,520 --> 00:07:45,040 hey, Tom, come here real quick. 200 00:07:45,040 --> 00:07:47,520 You know, last weekend I was at my neighbor's house 201 00:07:47,520 --> 00:07:50,000 for a barbecue and we got to talking, 202 00:07:50,000 --> 00:07:51,520 we went inside his house and I noticed 203 00:07:51,520 --> 00:07:53,200 that some of the paint was chipping 204 00:07:53,200 --> 00:07:54,480 and when I asked him about it, he said, 205 00:07:54,480 --> 00:07:57,140 oh, you know, I'm really trying to find someone 206 00:07:57,140 --> 00:07:59,680 that I can trust, I can really find somebody 207 00:07:59,680 --> 00:08:01,840 that can take care of this. 208 00:08:01,840 --> 00:08:03,960 I hired somebody else but I just kind of found them 209 00:08:03,960 --> 00:08:07,040 on the yellow pages or on Google, didn't do a great job 210 00:08:07,040 --> 00:08:09,320 so, you know, I'm just don't know who to go to. 211 00:08:09,320 --> 00:08:12,440 You as the member of the referral network can say, 212 00:08:12,440 --> 00:08:15,580 you know, here's my buddy Tom, here's his card, 213 00:08:15,580 --> 00:08:17,660 pull it up on the online directory. 214 00:08:17,660 --> 00:08:20,720 You know, I'm going to talk to him on Tuesday. 215 00:08:20,720 --> 00:08:22,440 I'm gonna let him know to give you a call. 216 00:08:22,440 --> 00:08:23,300 Is that all right with you? 217 00:08:23,300 --> 00:08:24,760 Here's some of his work. 218 00:08:24,760 --> 00:08:26,900 And you as the person referring them 219 00:08:26,900 --> 00:08:29,160 and assuming you've done one-to-ones 220 00:08:29,160 --> 00:08:31,640 and you got to know that person can say, 221 00:08:31,640 --> 00:08:34,680 oh, you know, Tom, he also loves the 49ers 222 00:08:34,680 --> 00:08:36,960 or the Raiders or whoever and like really connect 223 00:08:36,960 --> 00:08:37,940 with that person. 224 00:08:37,940 --> 00:08:39,780 So they kind of get to feel like they know something 225 00:08:39,780 --> 00:08:42,200 about Tom before Tom even calls. 226 00:08:42,200 --> 00:08:43,480 And then Tuesday rolls around, 227 00:08:43,480 --> 00:08:45,000 you're able to give Tom that referral, 228 00:08:45,000 --> 00:08:47,520 say, hey Tom, here is my neighbor's number. 229 00:08:47,520 --> 00:08:49,240 I already gave him your contact info. 230 00:08:49,240 --> 00:08:51,400 He is expecting your call. 231 00:08:51,400 --> 00:08:54,100 And then Tom is able to make that phone call, 232 00:08:54,100 --> 00:08:57,000 chat up the neighbor and get the problem fixed. 233 00:08:57,000 --> 00:08:59,880 Another way that you can do that is by putting both 234 00:08:59,880 --> 00:09:01,880 of them in a text thread, putting both of them 235 00:09:01,880 --> 00:09:03,160 in an email thread. 236 00:09:03,160 --> 00:09:05,920 Really, you just want to ensure that both people know 237 00:09:05,920 --> 00:09:08,560 who the other person is, at least a little bit, 238 00:09:08,560 --> 00:09:10,560 you know, explain to Tom what the problem is, 239 00:09:10,560 --> 00:09:14,640 explain to your neighbor how Tom can fix that problem 240 00:09:14,640 --> 00:09:17,040 and really just make sure that they have some form 241 00:09:17,040 --> 00:09:20,880 of communication, a clearly defined line of communication 242 00:09:20,880 --> 00:09:24,760 and that both parties have agreed to talk to one another. 243 00:09:24,760 --> 00:09:26,480 Just want to talk about the difference 244 00:09:26,480 --> 00:09:28,360 from the tip, lead and referral right off the bat 245 00:09:28,360 --> 00:09:30,320 and make sure that everybody is on the same page. 246 00:09:30,320 --> 00:09:33,360 Because again, while a tip or a lead could be helpful, 247 00:09:33,360 --> 00:09:36,200 it's better than nothing, but a referral is really 248 00:09:36,200 --> 00:09:38,640 the gold standard in what we are looking for. 249 00:09:38,640 --> 00:09:40,600 It kind of shows that that person that you're referring 250 00:09:40,600 --> 00:09:42,160 has your stamp of approval. 251 00:09:42,160 --> 00:09:44,600 Now, the next thing that I want to go over is what I call 252 00:09:44,600 --> 00:09:47,440 the know, like and trust spectrum. 253 00:09:47,440 --> 00:09:49,240 It is kind of the timeline that people go through 254 00:09:49,240 --> 00:09:51,920 when they join a referral network before they're able 255 00:09:51,920 --> 00:09:55,640 to get their first clients from it, their first referrals. 256 00:09:55,640 --> 00:09:57,520 Now, why am I talking about this? 257 00:09:57,520 --> 00:10:00,040 I'm talking about this because people only refer people 258 00:10:00,040 --> 00:10:02,640 that they know, like and trust. 259 00:10:02,640 --> 00:10:05,440 But what does it mean to be known, to be liked 260 00:10:05,440 --> 00:10:06,480 and to be trusted? 261 00:10:06,480 --> 00:10:09,480 When I say know, that can be something as simple as 262 00:10:09,480 --> 00:10:10,680 you've gone to a couple meetings, 263 00:10:10,680 --> 00:10:13,960 you've already joined the chapter, people know who you are, 264 00:10:13,960 --> 00:10:16,280 they know your name, they know your business, 265 00:10:16,280 --> 00:10:18,160 they know generally what you do. 266 00:10:18,160 --> 00:10:20,760 It's just being known, it's just kind of advertising 267 00:10:20,760 --> 00:10:23,800 yourself and kind of being able to stick in people's minds 268 00:10:23,800 --> 00:10:25,600 who you are and what you do. 269 00:10:25,600 --> 00:10:28,480 And that is again, as simple as attending meetings 270 00:10:28,480 --> 00:10:30,640 and doing basic one-to-ones. 271 00:10:30,640 --> 00:10:32,280 Now, I've said one-to-ones a couple times, 272 00:10:32,280 --> 00:10:34,040 I'm finally gonna explain what that is. 273 00:10:34,040 --> 00:10:38,040 A one-to-one is a meeting that you have with another person 274 00:10:38,040 --> 00:10:42,640 in the group, one, two, one, either in person, via Zoom, 275 00:10:42,640 --> 00:10:45,960 over coffee, over a meal, at each other's places of work, 276 00:10:45,960 --> 00:10:49,640 whatever, where you get to know that person even more. 277 00:10:49,640 --> 00:10:54,240 Now, typically during the meetings for BRN, BNI, Gold Star, 278 00:10:54,240 --> 00:10:57,440 you typically have a 30 to 60 second timeframe 279 00:10:57,440 --> 00:10:59,000 where you can give an elevator pitch 280 00:10:59,000 --> 00:11:01,440 about who you are and what you do. 281 00:11:01,440 --> 00:11:04,520 You know, that's very basic, it gets people an idea 282 00:11:04,520 --> 00:11:07,520 of the service that you provide and the transformation 283 00:11:07,520 --> 00:11:09,320 that you offer to your clients. 284 00:11:09,320 --> 00:11:12,880 Whereas in a one-to-one, you can have anywhere from 10, 285 00:11:12,880 --> 00:11:15,680 20, 30, 40 minutes, depending on how long you agree 286 00:11:15,680 --> 00:11:18,240 to have the one-to-one for, where you can really talk 287 00:11:18,240 --> 00:11:20,280 about who you are, your background, 288 00:11:20,280 --> 00:11:22,320 why you're an expert in this field, 289 00:11:22,320 --> 00:11:25,360 and how and why people should refer you. 290 00:11:25,360 --> 00:11:27,760 And the great things about one-to-ones is that not only 291 00:11:27,760 --> 00:11:30,320 are you building up that no factor with the person sitting 292 00:11:30,320 --> 00:11:32,880 in front of you, but you're also building up 293 00:11:32,880 --> 00:11:35,880 that second part, which is being liked. 294 00:11:35,880 --> 00:11:38,440 You can show that you're likable by being approachable, 295 00:11:38,440 --> 00:11:41,320 by having conversations, by remembering people's names, 296 00:11:41,320 --> 00:11:43,920 knowing what they do, being able to have a conversation. 297 00:11:43,920 --> 00:11:46,320 There's one of the gals in my BNI group, 298 00:11:46,320 --> 00:11:47,840 something that we found out about each other 299 00:11:47,840 --> 00:11:49,560 during a one-to-one that we had, 300 00:11:49,560 --> 00:11:51,640 was that we both keep exotic animals. 301 00:11:51,640 --> 00:11:53,800 We both have snakes and lizards. 302 00:11:53,800 --> 00:11:56,480 She hasn't quite gotten to spiders as far as I know. 303 00:11:56,480 --> 00:11:58,840 I have, but it's really a way to really get 304 00:11:58,840 --> 00:12:01,440 to know each other, to show that you have more things 305 00:12:01,440 --> 00:12:03,160 in common than you really think you do. 306 00:12:03,160 --> 00:12:05,320 Something that I've been doing in my BNI group 307 00:12:05,320 --> 00:12:09,320 to build up that like factor is just being very excited 308 00:12:09,320 --> 00:12:12,880 and kind of throwing myself into what the group has to offer. 309 00:12:12,880 --> 00:12:15,860 I was put as the one-to-one coordinator pretty early on, 310 00:12:15,860 --> 00:12:17,940 just a few weeks into me joining, 311 00:12:17,940 --> 00:12:20,520 and I've really just tried to run with it. 312 00:12:20,520 --> 00:12:23,840 I think that's one of those cases where how you do anything 313 00:12:23,840 --> 00:12:26,480 is how you do everything, and I really wanted to show 314 00:12:26,480 --> 00:12:28,760 that I'm going to show for the group, 315 00:12:28,760 --> 00:12:30,640 see all the things I'm doing when I'm not getting paid. 316 00:12:30,640 --> 00:12:32,900 Imagine if you send a referral my way. 317 00:12:32,900 --> 00:12:36,040 Imagine if you were to send your mom or your best friend 318 00:12:36,040 --> 00:12:38,840 or a coworker or a colleague of yours, 319 00:12:38,840 --> 00:12:40,040 I'm going to show up for them 320 00:12:40,040 --> 00:12:42,000 just like I'm showing up for this group. 321 00:12:42,000 --> 00:12:43,880 That's a very easy way to show 322 00:12:43,880 --> 00:12:46,480 that you are just a likable person. 323 00:12:46,480 --> 00:12:48,240 And when I say that, I also don't wanna sound 324 00:12:48,240 --> 00:12:50,680 like I'm being inauthentic when I'm doing all those things. 325 00:12:50,680 --> 00:12:52,680 I really do enjoy the process 326 00:12:52,680 --> 00:12:54,720 and think that there is a lot of value to add, 327 00:12:54,720 --> 00:12:56,880 and I enjoy being of service to others. 328 00:12:56,880 --> 00:12:58,520 So I think that's another thing to keep in mind 329 00:12:58,520 --> 00:13:00,360 is that you can't really fake enthusiasm. 330 00:13:00,360 --> 00:13:02,640 You have to be enthusiastic yourself. 331 00:13:02,640 --> 00:13:04,900 And if you don't feel enthusiastic during those things, 332 00:13:04,900 --> 00:13:09,440 what I would do is reconsider what your mission statement is, 333 00:13:09,440 --> 00:13:11,000 why you're showing up in the first place 334 00:13:11,000 --> 00:13:12,960 and really clarifying the benefits 335 00:13:12,960 --> 00:13:15,240 of being enthusiastic in that regard. 336 00:13:15,240 --> 00:13:16,480 And going back to one-to-ones, 337 00:13:16,480 --> 00:13:18,640 now that I'm off my soapbox about the importance 338 00:13:18,640 --> 00:13:20,840 of being likable, is that it really gives you 339 00:13:20,840 --> 00:13:23,800 that opportunity to build up that trust factor. 340 00:13:23,800 --> 00:13:26,520 During those one-to-ones, during that 10, 15, 20, 341 00:13:26,520 --> 00:13:29,000 30-minute long meeting that you have with the other person, 342 00:13:29,000 --> 00:13:31,400 you're able to showcase your service 343 00:13:31,400 --> 00:13:33,100 and the solutions you're able to offer 344 00:13:33,100 --> 00:13:35,200 to potential referees. 345 00:13:35,200 --> 00:13:37,480 You're able to say, hey, this is who I am, 346 00:13:37,480 --> 00:13:40,080 this is my qualification, this is how long I've been doing it, 347 00:13:40,080 --> 00:13:41,280 this is why I love doing it, 348 00:13:41,280 --> 00:13:44,240 and really able to show that passion throughout that meeting 349 00:13:44,240 --> 00:13:46,680 to show that you are credible, capable, 350 00:13:46,680 --> 00:13:49,960 and competent enough to take on any referral 351 00:13:49,960 --> 00:13:54,160 within your industry and ability of service. 352 00:13:54,160 --> 00:13:56,640 And another thing that I have found extremely useful 353 00:13:56,640 --> 00:14:00,760 in that trust factor is showing off testimonials. 354 00:14:00,760 --> 00:14:03,680 Currently, I have 20 testimonials on Google, 355 00:14:03,680 --> 00:14:07,440 and I have about 15 reviews on Apple Podcasts and Spotify. 356 00:14:07,440 --> 00:14:09,720 So it just shows that I have been able 357 00:14:09,720 --> 00:14:11,800 to consistently show up for clients. 358 00:14:11,800 --> 00:14:13,680 I've been able to make consistently good content 359 00:14:13,680 --> 00:14:16,040 that people appreciate, and I've noticed 360 00:14:16,040 --> 00:14:20,200 that when I'm able to give explicit examples of, 361 00:14:20,200 --> 00:14:22,320 I had a client, typically I change the name, 362 00:14:22,320 --> 00:14:25,400 so I'm saying, I'll call him Bill, or I'll call her Nancy. 363 00:14:25,400 --> 00:14:26,720 This is the problem that she had, 364 00:14:26,720 --> 00:14:28,520 this is the problem that he went through, 365 00:14:28,520 --> 00:14:30,860 this is the solutions that we came up with, 366 00:14:30,860 --> 00:14:32,480 and this is where they are now. 367 00:14:32,480 --> 00:14:35,720 Being able to clearly communicate the past successes 368 00:14:35,720 --> 00:14:38,320 that you've had in your business helps a ton 369 00:14:38,320 --> 00:14:40,880 in terms of building up that trust factor. 370 00:14:41,740 --> 00:14:43,400 And again, that is something that you're able 371 00:14:43,400 --> 00:14:47,880 to share during a one-to-one or your extended presentation 372 00:14:47,880 --> 00:14:50,240 that you typically get in these referral networks. 373 00:14:50,240 --> 00:14:52,480 Another way to show trust and show that you're really bought 374 00:14:52,480 --> 00:14:55,480 in is to try to offer referrals first. 375 00:14:55,480 --> 00:14:57,540 Again, when you're giving a referral to someone, 376 00:14:57,540 --> 00:15:01,120 you wanna keep in mind that spectrum of a tip, 377 00:15:01,120 --> 00:15:03,760 a lead, and a referral, and really aim 378 00:15:03,760 --> 00:15:06,200 for that referral aspect. 379 00:15:06,200 --> 00:15:07,560 And when you're giving a referral, 380 00:15:07,560 --> 00:15:09,400 you don't wanna just give a random name 381 00:15:09,400 --> 00:15:11,920 or have a scapegoat that you kinda just pretend 382 00:15:11,920 --> 00:15:13,220 to send referrals to. 383 00:15:13,220 --> 00:15:14,960 You really wanna be on the lookout for problems 384 00:15:14,960 --> 00:15:17,200 that people in your network are facing. 385 00:15:17,200 --> 00:15:19,640 For example, I was on a one-to-one call 386 00:15:19,640 --> 00:15:21,800 with a gentleman from a chapter a little bit further south 387 00:15:21,800 --> 00:15:23,760 of where I am, and he mentioned that he is 388 00:15:23,760 --> 00:15:25,820 from a foreign country, and he wants to work 389 00:15:25,820 --> 00:15:27,960 on his American accent, but he hasn't been able 390 00:15:27,960 --> 00:15:31,000 to find a trusted accent coach anywhere. 391 00:15:31,000 --> 00:15:33,180 And I didn't even know that that was a thing, 392 00:15:33,180 --> 00:15:36,200 but by listening to him make a complaint about that 393 00:15:36,200 --> 00:15:37,040 and talk about that that is something 394 00:15:37,040 --> 00:15:38,920 that he wants to work on, I kinda kept it 395 00:15:38,920 --> 00:15:40,280 in the back of my mind. 396 00:15:40,280 --> 00:15:42,760 And then the next day, I was on a national call 397 00:15:42,760 --> 00:15:45,960 for BNI, and somebody in the call mentioned 398 00:15:45,960 --> 00:15:47,360 that they're an accent coach. 399 00:15:47,360 --> 00:15:50,640 So I de-entered, told her I might have a referral for her. 400 00:15:50,640 --> 00:15:52,360 I messaged the other guy and let him know, 401 00:15:52,360 --> 00:15:55,040 and I was able to make that connection via email. 402 00:15:55,040 --> 00:15:56,960 And I haven't heard anything back just yet, 403 00:15:56,960 --> 00:15:58,100 but that's just one of those examples 404 00:15:58,100 --> 00:16:00,760 where you're looking for someone who has a problem, 405 00:16:00,760 --> 00:16:03,240 and then you're looking for someone who has the solution 406 00:16:03,240 --> 00:16:05,460 and just making a quick connection. 407 00:16:05,460 --> 00:16:07,500 And again, I'm really hoping that it works out 408 00:16:07,500 --> 00:16:10,180 for both of them so that she can help him 409 00:16:10,180 --> 00:16:11,360 and he can get helped by her. 410 00:16:11,360 --> 00:16:13,880 And if you want an actionable strategy for that, 411 00:16:13,880 --> 00:16:15,400 if you're in one of these referral networks 412 00:16:15,400 --> 00:16:17,420 or you're not and you're not able to join one right now 413 00:16:17,420 --> 00:16:19,400 for some reason, what I would still do 414 00:16:19,400 --> 00:16:22,020 is set up one-to-one meetings with people. 415 00:16:22,020 --> 00:16:24,640 I aim to have one-to-three one-to-ones a week, 416 00:16:24,640 --> 00:16:25,600 if not more. 417 00:16:25,600 --> 00:16:29,760 My record right now, I think, is around eight or nine 418 00:16:29,760 --> 00:16:31,920 in a week, so I'm really trying to bump up those numbers 419 00:16:31,920 --> 00:16:33,200 and do even more. 420 00:16:33,200 --> 00:16:34,560 Again, as one-to-one coordinator, 421 00:16:34,560 --> 00:16:37,760 I kinda wanna be the highest every week. 422 00:16:37,760 --> 00:16:40,280 But the importance of a one-to-one is that you're able 423 00:16:40,280 --> 00:16:42,720 to really listen to not only what they offer 424 00:16:42,720 --> 00:16:44,520 but what they may be looking for. 425 00:16:44,520 --> 00:16:46,620 So I would schedule anywhere from one to three of those 426 00:16:46,620 --> 00:16:49,880 a week so that you're able to get to know everybody 427 00:16:49,880 --> 00:16:51,520 in your chapter and your organization. 428 00:16:51,520 --> 00:16:54,160 And the final thing that I wanna talk about in this podcast 429 00:16:54,160 --> 00:16:57,800 is the importance of clarity in your messaging. 430 00:16:57,800 --> 00:17:00,400 Now, I was in Gold Star for just shy of a year 431 00:17:00,400 --> 00:17:03,460 and it took me about six months to get my first referral. 432 00:17:03,460 --> 00:17:05,760 And I was really just banging my head against the wall. 433 00:17:05,760 --> 00:17:08,600 I was really trying to hone my elevator pitch 434 00:17:08,600 --> 00:17:11,000 so I was trying to do as many one-to-ones as possible 435 00:17:11,000 --> 00:17:12,760 until I realized one day that I don't think 436 00:17:12,760 --> 00:17:16,740 that I was being clear in what it was that I was looking for 437 00:17:16,740 --> 00:17:19,080 or the services that I provide as a coach. 438 00:17:19,080 --> 00:17:20,360 And that is something to keep in mind 439 00:17:20,360 --> 00:17:24,480 that if you're in a common industry, 440 00:17:24,480 --> 00:17:26,760 that's what I like to call them, I call them the big five, 441 00:17:26,760 --> 00:17:29,100 and that's typically real estate agent, mortgage broker, 442 00:17:29,100 --> 00:17:33,720 CPA, some kind of attorney, and then a general contractor, 443 00:17:33,720 --> 00:17:35,640 whether it's a gardener, roofer, et cetera, 444 00:17:35,640 --> 00:17:38,120 those people are typically gonna get the most referrals 445 00:17:38,120 --> 00:17:40,280 from what I have seen and experienced. 446 00:17:40,280 --> 00:17:43,440 And that's because they solve a very clear problem 447 00:17:43,440 --> 00:17:46,360 that even if somebody isn't really sure what they do 448 00:17:46,360 --> 00:17:47,840 or what they specialize in, 449 00:17:47,840 --> 00:17:49,480 if somebody says that they wanna buy a house, 450 00:17:49,480 --> 00:17:50,740 they're gonna call the realtor. 451 00:17:50,740 --> 00:17:52,040 If somebody's gonna call the realtor, 452 00:17:52,040 --> 00:17:53,480 they're able to work with the mortgage broker 453 00:17:53,480 --> 00:17:54,620 to get them a house. 454 00:17:54,620 --> 00:17:56,440 If somebody is having tax issues, 455 00:17:56,440 --> 00:17:59,160 which taxes are something that come up every single year, 456 00:17:59,160 --> 00:18:00,880 they're gonna call the CPA. 457 00:18:00,880 --> 00:18:02,440 And then same thing with the lawyer, 458 00:18:02,440 --> 00:18:03,960 same thing with the general contractor, 459 00:18:03,960 --> 00:18:05,440 somebody's roof is leaky, 460 00:18:05,440 --> 00:18:07,120 they're gonna call the local roofer 461 00:18:07,120 --> 00:18:09,000 that they need somebody to take care of their lawn, 462 00:18:09,000 --> 00:18:10,400 they're gonna call the gardener, 463 00:18:10,400 --> 00:18:12,080 and I am beating this dead horse, 464 00:18:12,080 --> 00:18:14,360 but that is the point I'm trying to get across 465 00:18:14,360 --> 00:18:16,420 is that it's kind of like, 466 00:18:19,080 --> 00:18:21,880 I think I just kind of made this up on the spot right here, 467 00:18:21,880 --> 00:18:24,160 but I kind of wanna call it the blender effect. 468 00:18:24,160 --> 00:18:27,640 Like it's very clear what a blender does, it blends things. 469 00:18:27,640 --> 00:18:30,560 It's clear what an ant eater is, it eats ants. 470 00:18:30,560 --> 00:18:33,200 Or it has people in my category, for example, 471 00:18:33,200 --> 00:18:36,600 in the coaching, the consultant kind of realm, 472 00:18:36,600 --> 00:18:39,400 it might be a little bit harder for somebody to recognize 473 00:18:39,400 --> 00:18:42,520 when somebody in their network has that problem. 474 00:18:42,520 --> 00:18:44,240 You know, when does somebody need a life coach? 475 00:18:44,240 --> 00:18:46,080 When does somebody actually need a therapist? 476 00:18:46,080 --> 00:18:48,160 Like it's not always very clear 477 00:18:48,160 --> 00:18:50,040 on when something like that can happen. 478 00:18:50,040 --> 00:18:53,320 And the other thing that we run into as coaches, consultants 479 00:18:53,320 --> 00:18:57,120 is personalities and messaging and vibe 480 00:18:57,120 --> 00:19:00,460 are all at play with referring us. 481 00:19:00,460 --> 00:19:01,680 So that is something to keep in mind 482 00:19:01,680 --> 00:19:04,600 if you're in one of these other kinds of industries. 483 00:19:04,600 --> 00:19:06,800 What I wanna get across here really is 484 00:19:06,800 --> 00:19:08,680 if people don't understand what you do, 485 00:19:08,680 --> 00:19:12,160 they aren't going to be able to refer you properly. 486 00:19:12,160 --> 00:19:13,800 And again, I didn't get my first referral 487 00:19:13,800 --> 00:19:16,000 until about five to six months into my time 488 00:19:16,000 --> 00:19:17,640 in Goldstar and Modesto. 489 00:19:17,640 --> 00:19:19,560 That's because I was trying to be too fancy. 490 00:19:19,560 --> 00:19:20,860 I was using big words. 491 00:19:20,860 --> 00:19:23,040 I was trying to sound smarter than I actually was. 492 00:19:23,040 --> 00:19:25,000 And I did have a little bit of nerves going into it. 493 00:19:25,000 --> 00:19:26,520 So while I was trying to sound smarter, 494 00:19:26,520 --> 00:19:29,560 all I did was look shy and kind of confused 495 00:19:29,560 --> 00:19:31,160 about what I even do. 496 00:19:31,160 --> 00:19:33,220 And that is not something that you wanna come across as 497 00:19:33,220 --> 00:19:34,720 when you're in one of these networks. 498 00:19:34,720 --> 00:19:37,020 So when you're talking about the problems you solve 499 00:19:37,020 --> 00:19:39,600 and what you do during that 30 second elevator pitch, 500 00:19:39,600 --> 00:19:41,220 you want to be very clear. 501 00:19:41,220 --> 00:19:45,040 I help target audience solve X problem 502 00:19:45,040 --> 00:19:47,340 by offering blank solution. 503 00:19:47,340 --> 00:19:48,420 That is very clear. 504 00:19:48,420 --> 00:19:50,080 It's very concise. 505 00:19:50,080 --> 00:19:53,560 But again, for people in the category of coaching 506 00:19:53,560 --> 00:19:55,520 or et cetera, typically I have seen 507 00:19:55,520 --> 00:19:56,840 that there is a little bit more of a problem 508 00:19:56,840 --> 00:19:58,840 with really defining the avatar 509 00:19:58,840 --> 00:19:59,840 that you're looking to work with 510 00:19:59,840 --> 00:20:01,400 and the solution that you provide. 511 00:20:01,400 --> 00:20:03,200 Another thing that I've noticed people do 512 00:20:03,200 --> 00:20:05,520 is they typically have some kind of catchy slogan 513 00:20:05,520 --> 00:20:07,620 or saying, some kind of rhyming scheme 514 00:20:07,620 --> 00:20:09,960 at the very end of their presentation. 515 00:20:09,960 --> 00:20:12,440 Now, something that I use typically is 516 00:20:12,440 --> 00:20:15,560 imagine the peaks you'll reach in just 12 weeks. 517 00:20:15,560 --> 00:20:16,700 That is very clear. 518 00:20:16,700 --> 00:20:17,720 It's memorable. 519 00:20:17,720 --> 00:20:19,940 And it kind of keeps something in people's minds 520 00:20:19,940 --> 00:20:22,040 after the meeting is over. 521 00:20:22,040 --> 00:20:23,160 Now that has been helpful, 522 00:20:23,160 --> 00:20:25,960 especially in terms of getting initial referrals 523 00:20:25,960 --> 00:20:29,520 or starting conversations about potential referrals. 524 00:20:29,520 --> 00:20:30,360 I was able to get a couple 525 00:20:30,360 --> 00:20:32,680 after I started using that little slogan. 526 00:20:32,680 --> 00:20:35,640 Another thing that I started doing to be more clear 527 00:20:35,640 --> 00:20:38,040 was talking about specific pain points 528 00:20:38,040 --> 00:20:39,720 that I could solve with my coaching. 529 00:20:39,720 --> 00:20:42,120 Being able to call out specific problems you can solve 530 00:20:42,120 --> 00:20:43,880 or how you have solved specific problems 531 00:20:43,880 --> 00:20:45,900 is also extremely valuable. 532 00:20:45,900 --> 00:20:48,680 There was one time when I was in Goldstart and Modesto 533 00:20:48,680 --> 00:20:51,520 that I mentioned a few different types of avatars 534 00:20:51,520 --> 00:20:52,880 or situations that I could help in. 535 00:20:52,880 --> 00:20:55,040 And what really struck a nerve with this person 536 00:20:55,040 --> 00:20:56,620 was I can help with step-parent 537 00:20:56,620 --> 00:20:59,560 to step-child relationship issues. 538 00:20:59,560 --> 00:21:01,560 I said something along the lines of, 539 00:21:01,560 --> 00:21:04,080 if you know somebody that is a step-parent 540 00:21:04,080 --> 00:21:05,340 and they have a step-child 541 00:21:05,340 --> 00:21:07,260 and communication isn't really there, 542 00:21:07,260 --> 00:21:09,640 there's an aspect of you're not my mom, but you are, 543 00:21:09,640 --> 00:21:12,800 you're not my dad, but you kind of are, let me know. 544 00:21:12,800 --> 00:21:14,500 And I'd be more than happy to help you figure out 545 00:21:14,500 --> 00:21:15,800 what's going on there. 546 00:21:15,800 --> 00:21:17,680 And she was able to refer me, one of her friends 547 00:21:17,680 --> 00:21:20,000 that is going through that exact problem. 548 00:21:20,000 --> 00:21:22,000 Then I started saying a few more things like that 549 00:21:22,000 --> 00:21:23,860 and I started getting more and more referrals 550 00:21:23,860 --> 00:21:26,280 for specific areas that I could help with. 551 00:21:26,280 --> 00:21:28,000 So when it comes to being clear, 552 00:21:28,000 --> 00:21:32,320 having a clear, I help blank person do this by doing this, 553 00:21:32,320 --> 00:21:35,400 here are some examples of people that I've helped 554 00:21:35,400 --> 00:21:37,600 and having a little bit of a rhyming scheme at the end, 555 00:21:37,600 --> 00:21:40,440 that has helped a ton in terms of being clear 556 00:21:40,440 --> 00:21:43,360 about who it is that you help and how you do that. 557 00:21:43,360 --> 00:21:45,440 And to really drive home this last point of being clear 558 00:21:45,440 --> 00:21:48,260 is again, being clear on the best way for people 559 00:21:48,260 --> 00:21:51,120 to introduce you to a prospective client. 560 00:21:51,120 --> 00:21:53,220 Let them know exactly what to say 561 00:21:53,220 --> 00:21:55,760 if they come across somebody that has your problem. 562 00:21:55,760 --> 00:21:57,840 Hey, I know this great coach. 563 00:21:57,840 --> 00:22:01,160 Hey, I know this great lawn care person. 564 00:22:01,160 --> 00:22:03,040 Hey, I know this great attorney 565 00:22:03,040 --> 00:22:05,120 that can really help you with this problem. 566 00:22:05,120 --> 00:22:07,500 You know, they're based out of San Mateo County. 567 00:22:07,500 --> 00:22:10,340 They do this, all their things are online. 568 00:22:10,340 --> 00:22:11,520 You know, they shared this with me. 569 00:22:11,520 --> 00:22:13,720 Here's their website, here's their card. 570 00:22:13,720 --> 00:22:15,320 I'm going to connect you with them. 571 00:22:15,320 --> 00:22:17,160 Being able to clearly explain to people 572 00:22:17,160 --> 00:22:19,280 the best way for them to put in contact with you 573 00:22:19,280 --> 00:22:21,200 is extremely valuable. 574 00:22:21,200 --> 00:22:23,920 And to really just wrap up this entire episode, 575 00:22:23,920 --> 00:22:26,200 I think I wanna clarify is that all of these groups 576 00:22:26,200 --> 00:22:31,080 really are just the epitome of you get out what you put in. 577 00:22:31,080 --> 00:22:32,480 If you're not doing one-to-ones, 578 00:22:32,480 --> 00:22:34,520 if you're not willing to get to know people in your groups, 579 00:22:34,520 --> 00:22:36,020 you're not willing to share referrals 580 00:22:36,020 --> 00:22:39,000 or look out for referrals for other people, 581 00:22:39,000 --> 00:22:41,440 I don't think you're gonna have a very great time 582 00:22:41,440 --> 00:22:42,720 while you're in it. 583 00:22:42,720 --> 00:22:44,420 It might just become an energy drain for you 584 00:22:44,420 --> 00:22:46,520 throughout the week, unless you're actively putting 585 00:22:46,520 --> 00:22:50,920 in good energy into the organization as a whole. 586 00:22:50,920 --> 00:22:53,880 So again, do one-to-ones, get out there, 587 00:22:53,880 --> 00:22:56,100 really build yourself up on that know, like, and trust 588 00:22:56,100 --> 00:22:59,840 continuum, get on that continuum for other people as well. 589 00:22:59,840 --> 00:23:01,720 Give them the opportunity for you to get to know, 590 00:23:01,720 --> 00:23:03,000 like, and trust them. 591 00:23:03,000 --> 00:23:06,040 Really understand that you need to give qualified referrals 592 00:23:06,040 --> 00:23:08,960 to everybody, that builds up your trust factor, 593 00:23:08,960 --> 00:23:11,440 and then be very clear in the messaging 594 00:23:11,440 --> 00:23:13,440 that you are presenting at these meetings. 595 00:23:13,440 --> 00:23:16,800 If you have any questions or you wanna add anything to this, 596 00:23:16,800 --> 00:23:18,880 please let me know, go and send me an email 597 00:23:18,880 --> 00:23:21,240 at ranger at within rangecoaching.com, 598 00:23:21,240 --> 00:23:23,920 and I'd be more than happy to chat with you. 599 00:23:23,920 --> 00:23:25,840 If you are in the San Mateo area, 600 00:23:25,840 --> 00:23:28,160 I'd be more than happy to invite you to a chapter meeting, 601 00:23:28,160 --> 00:23:30,600 and if you're not in the area, go ahead and just look up 602 00:23:30,600 --> 00:23:32,720 B&I Chapters near me, and I'm pretty sure 603 00:23:32,720 --> 00:23:34,280 you're gonna find one pretty easy. 604 00:23:34,280 --> 00:23:38,040 But as always, until next time, remember that the best 605 00:23:38,040 --> 00:23:41,080 is yet to come as long as you are willing to make the decision 606 00:23:41,080 --> 00:23:44,880 to never settle, never quit, and never peak. 607 00:23:44,880 --> 00:24:07,880 I'll see you guys in the next one.