1 00:00:00,000 --> 00:00:02,200 Good morning, good afternoon, and good evening everybody, 2 00:00:02,200 --> 00:00:03,740 and welcome to today's episode 3 00:00:03,740 --> 00:00:06,420 of the NeverPeak Project Podcast. 4 00:00:06,420 --> 00:00:09,040 I'm your host, Coach Ranger, and in today's episode, 5 00:00:09,040 --> 00:00:12,220 I'm gonna be talking about referral networks 6 00:00:12,220 --> 00:00:16,080 and how to really make the most of your time, effort, energy 7 00:00:16,080 --> 00:00:18,960 out of being involved in a referral network. 8 00:00:18,960 --> 00:00:22,900 I'll be talking mostly about BNI during this episode 9 00:00:22,900 --> 00:00:24,560 and some of the big takeaways that I had 10 00:00:24,560 --> 00:00:27,200 from our regional training that we had last Friday 11 00:00:27,200 --> 00:00:31,100 about referrals, how to supercharge your referral network 12 00:00:31,100 --> 00:00:33,800 and make the most out of the organization. 13 00:00:33,800 --> 00:00:34,960 We're taking some things that we talked about 14 00:00:34,960 --> 00:00:37,880 in the breakout rooms during that presentation, 15 00:00:37,880 --> 00:00:39,920 as well as some of the material that we went over, 16 00:00:39,920 --> 00:00:42,060 but also just some of my own thoughts, opinions, 17 00:00:42,060 --> 00:00:45,560 and experiences around what I have seen work. 18 00:00:45,560 --> 00:00:49,740 So as always, sit back, relax, grab a beverage of your choice 19 00:00:49,740 --> 00:00:52,520 and we'll dive into today's topic. 20 00:00:52,520 --> 00:00:56,660 And just as kind of a recap to really focus 21 00:00:56,660 --> 00:00:58,000 on what this episode is about, 22 00:00:58,000 --> 00:01:01,320 it's really about helping solopreneurs make the most 23 00:01:01,320 --> 00:01:06,320 out of being in a networking referral-based organization. 24 00:01:06,920 --> 00:01:09,720 So I'm a member of BNI, Dynamic Connections, 25 00:01:09,720 --> 00:01:12,680 over in Daly City in the San Francisco Peninsula. 26 00:01:12,680 --> 00:01:15,720 And last Friday, I was on a call with the district, 27 00:01:15,720 --> 00:01:19,440 the San Francisco area, and there's about 15, 20 of us 28 00:01:19,440 --> 00:01:21,840 or so on the call, and we're really just focusing 29 00:01:21,840 --> 00:01:25,680 on how we can increase our own referrals 30 00:01:25,680 --> 00:01:27,840 through being in BNI. 31 00:01:27,840 --> 00:01:30,920 And the main takeaways that I had were around 32 00:01:30,920 --> 00:01:33,440 your effectiveness of doing one-to-ones, 33 00:01:33,440 --> 00:01:37,700 creating a power partner team, triangulating connections, 34 00:01:37,700 --> 00:01:41,400 and also taking up leadership positions within your group. 35 00:01:41,400 --> 00:01:43,040 Really, I think that my biggest takeaway 36 00:01:43,040 --> 00:01:44,640 from being in referral networks 37 00:01:44,640 --> 00:01:46,600 for about a year and a half or so, 38 00:01:46,600 --> 00:01:48,200 I was in a different referral network 39 00:01:48,200 --> 00:01:50,800 in Modesto area called Gold Star for a while, 40 00:01:50,800 --> 00:01:53,400 and now I've been in BNI for about four or five months. 41 00:01:53,400 --> 00:01:55,240 I think the biggest thing that I've noticed 42 00:01:55,240 --> 00:01:58,920 is people that are relatively new to these organizations 43 00:01:58,920 --> 00:02:01,720 kind of just join and expect referrals 44 00:02:01,720 --> 00:02:03,800 to just be handed to them right away. 45 00:02:03,800 --> 00:02:05,440 But I really think that people need to understand 46 00:02:05,440 --> 00:02:08,320 that these are organizations that once you get into it, 47 00:02:08,320 --> 00:02:10,320 you have to put in some work. 48 00:02:10,320 --> 00:02:12,440 Just like any other marketing or sales aspect 49 00:02:12,440 --> 00:02:14,720 of your business, it's something that's gonna take time, 50 00:02:14,720 --> 00:02:17,320 energy, and a little bit of capital to make work 51 00:02:17,320 --> 00:02:21,640 beyond just the dues that you have to pay every single year. 52 00:02:21,640 --> 00:02:25,200 So I like to say that there is a no-like-and-trust continuum 53 00:02:25,200 --> 00:02:26,800 that you really need to focus on. 54 00:02:26,800 --> 00:02:28,280 Sure, when you get into a club, 55 00:02:28,280 --> 00:02:29,960 people are gonna know who you are. 56 00:02:29,960 --> 00:02:33,160 Your fellow members in the club that you join 57 00:02:33,160 --> 00:02:34,640 are gonna know your name, your business, 58 00:02:34,640 --> 00:02:37,200 and generally what you do. 59 00:02:37,200 --> 00:02:38,920 But then you have to really start focusing on, 60 00:02:38,920 --> 00:02:41,120 okay, well, do these people like me? 61 00:02:41,120 --> 00:02:44,160 Do these people trust me with their referrals? 62 00:02:44,160 --> 00:02:45,440 If I'm referring somebody out, 63 00:02:45,440 --> 00:02:48,480 somebody that I care about like my mom, parents, 64 00:02:48,480 --> 00:02:51,200 a friend, colleague, especially a customer, 65 00:02:51,200 --> 00:02:54,440 I wanna be very confident that the people that I'm referring 66 00:02:54,440 --> 00:02:56,680 are actually good at what they do. 67 00:02:56,680 --> 00:02:59,000 Now, there is a level of, 68 00:02:59,000 --> 00:03:00,520 you have to be good to even get into 69 00:03:00,520 --> 00:03:02,160 one of these organizations to begin with, 70 00:03:02,160 --> 00:03:03,400 because there is a little bit of background 71 00:03:03,400 --> 00:03:05,880 and references that get checked traditionally, 72 00:03:05,880 --> 00:03:08,880 but there is that human aspect of, 73 00:03:08,880 --> 00:03:12,120 do I actually trust this person beyond just 74 00:03:12,120 --> 00:03:13,720 you being accepted into the group? 75 00:03:13,720 --> 00:03:14,840 So I think that's the biggest thing, 76 00:03:14,840 --> 00:03:17,600 is that if you're a solopreneur or a part of a small team 77 00:03:17,600 --> 00:03:18,920 and you join something like BNI, 78 00:03:18,920 --> 00:03:21,920 you can't just expect people to hand over referrals, 79 00:03:21,920 --> 00:03:24,080 hand over fist every single week. 80 00:03:24,080 --> 00:03:25,440 You have to put in the work. 81 00:03:25,440 --> 00:03:27,560 And the way that I kind of try to understand it 82 00:03:27,560 --> 00:03:29,800 and rationalize it in my brain 83 00:03:29,800 --> 00:03:31,680 is to think of everybody else in that group 84 00:03:31,680 --> 00:03:33,920 as your sales team. 85 00:03:33,920 --> 00:03:35,680 They are the people that are gonna go out there, 86 00:03:35,680 --> 00:03:37,480 shake some hands, kiss some babies, 87 00:03:37,480 --> 00:03:39,680 and help you build your business. 88 00:03:39,680 --> 00:03:43,360 But you're not paying them necessarily monetarily, 89 00:03:43,360 --> 00:03:46,440 so there has to be a different form of capital that you use, 90 00:03:46,440 --> 00:03:49,600 which is typically your time, energy, attention. 91 00:03:49,600 --> 00:03:51,120 And also, there's a little bit of that, 92 00:03:51,120 --> 00:03:53,120 if you rub my back, I'll rub yours. 93 00:03:53,120 --> 00:03:55,120 You also have to give referrals. 94 00:03:55,120 --> 00:03:56,920 So in today's episode, I wanna talk a little bit 95 00:03:56,920 --> 00:04:00,640 about the main factors and strategies that you can use 96 00:04:00,640 --> 00:04:03,120 to really increase the amount that you get 97 00:04:03,120 --> 00:04:06,080 by really putting in focused energy into the tasks 98 00:04:06,080 --> 00:04:07,040 that you already have to do 99 00:04:07,040 --> 00:04:08,680 being a part of these organizations. 100 00:04:08,680 --> 00:04:10,520 So the very first thing that I wanna talk about today 101 00:04:10,520 --> 00:04:13,320 is doing one-to-ones effectively. 102 00:04:13,320 --> 00:04:15,840 I have been very much in this trajectory 103 00:04:15,840 --> 00:04:19,520 that Alex Hermosy talks about of more, better, and new. 104 00:04:19,520 --> 00:04:21,640 I have done roughly 60 one-to-ones 105 00:04:21,640 --> 00:04:24,320 since I joined about three or four months ago, 106 00:04:24,320 --> 00:04:27,840 and I've just been trying to meet as many people as I can, 107 00:04:27,840 --> 00:04:30,240 shake as many hands, meet with people virtually. 108 00:04:30,240 --> 00:04:32,360 A vast majority of mine have been over Zoom, 109 00:04:32,360 --> 00:04:34,800 but I've been lucky enough to have a few in person 110 00:04:34,800 --> 00:04:37,200 at coffee shops or over lunch as well. 111 00:04:37,200 --> 00:04:40,520 But I think that one-to-ones are honestly pretty slept on. 112 00:04:41,520 --> 00:04:43,880 I think that they are in a very, very effective way, 113 00:04:43,880 --> 00:04:45,320 especially as a solopreneur, 114 00:04:45,320 --> 00:04:47,720 to get the word about your business out and about. 115 00:04:47,720 --> 00:04:49,680 How often as a solopreneur do you have somebody 116 00:04:49,680 --> 00:04:52,400 that is sitting across from you or on a meeting with you 117 00:04:52,400 --> 00:04:55,640 over Zoom that actually wants to hear about your business 118 00:04:55,640 --> 00:04:57,520 and what you do to see if there's any way 119 00:04:57,520 --> 00:04:58,640 for them to help you? 120 00:04:59,600 --> 00:05:01,720 Before I was in BNI or any other networking group, 121 00:05:01,720 --> 00:05:03,520 it's very rare that somebody will give you 122 00:05:03,520 --> 00:05:05,720 even a few seconds of their day to listen. 123 00:05:05,720 --> 00:05:10,120 So I think that doing one-to-ones is extremely valuable. 124 00:05:10,120 --> 00:05:11,960 And like I said about the Alex Hermosy thing, 125 00:05:11,960 --> 00:05:15,200 that more, better, new, I've done a ton of them. 126 00:05:15,200 --> 00:05:18,720 And now my goal is to get better at doing them. 127 00:05:18,720 --> 00:05:20,160 So I'm gonna give you a few strategies or ways 128 00:05:20,160 --> 00:05:22,040 that I think that it can be effective 129 00:05:22,040 --> 00:05:23,720 in helping you make that happen. 130 00:05:23,720 --> 00:05:26,160 But to take it a step back as well, 131 00:05:26,160 --> 00:05:29,080 it's really important to understand the four main ways 132 00:05:29,080 --> 00:05:31,680 that people can learn about your stuff. 133 00:05:31,680 --> 00:05:34,800 Alex Hermosy calls it the core four. 134 00:05:34,800 --> 00:05:37,400 And the core four are the four major ways 135 00:05:37,400 --> 00:05:39,300 that people can learn about your stuff. 136 00:05:39,300 --> 00:05:41,380 The very first one is warm outreach. 137 00:05:41,380 --> 00:05:44,140 Reaching out to people that you know, that know you, 138 00:05:44,140 --> 00:05:46,240 so that you can tell them about what you're doing. 139 00:05:46,240 --> 00:05:47,440 Then there's cold outreach, 140 00:05:47,440 --> 00:05:49,760 where you're talking to people that you may have never heard 141 00:05:49,760 --> 00:05:51,560 of or have no idea who you are 142 00:05:51,560 --> 00:05:53,080 and letting them know about your stuff. 143 00:05:53,080 --> 00:05:56,040 Think cold calling, cold DMing people. 144 00:05:56,040 --> 00:05:59,340 Then there is posting free content online, which I do, 145 00:05:59,340 --> 00:06:00,840 for example, with this podcast 146 00:06:00,840 --> 00:06:04,440 or the resources I put on my blog or social media. 147 00:06:04,440 --> 00:06:07,320 That is a way for you to share information with the world 148 00:06:07,320 --> 00:06:08,600 so they can kind of start seeing you 149 00:06:08,600 --> 00:06:10,840 as an expert in what you do. 150 00:06:10,840 --> 00:06:14,520 And the fourth one is posting paid ads 151 00:06:14,520 --> 00:06:17,960 that is paying for space on advertisers 152 00:06:17,960 --> 00:06:19,960 like Meta for Facebook or Instagram 153 00:06:19,960 --> 00:06:24,100 or Google for, well, Google and YouTube. 154 00:06:24,100 --> 00:06:25,000 So those are the main ways 155 00:06:25,000 --> 00:06:27,020 that you can let people know about your stuff. 156 00:06:27,020 --> 00:06:30,200 Warm outreach, cold outreach, posting free content 157 00:06:30,200 --> 00:06:31,760 and running paid ads. 158 00:06:31,760 --> 00:06:34,140 Now, why is it important to this conversation? 159 00:06:34,140 --> 00:06:36,280 It's important because when you're in BNI 160 00:06:36,280 --> 00:06:39,080 or another network, you immediately go 161 00:06:39,080 --> 00:06:41,840 from a ton of people being cold 162 00:06:41,840 --> 00:06:43,840 to a ton of people being warm. 163 00:06:43,840 --> 00:06:45,840 Now, a lot of people might know who you are. 164 00:06:45,840 --> 00:06:47,440 You can kind of break the ice a lot easier. 165 00:06:47,440 --> 00:06:49,080 And I've been able to have meetings with people 166 00:06:49,080 --> 00:06:50,760 that never would have given me the time of day 167 00:06:50,760 --> 00:06:53,560 a few months ago before I joined BNI. 168 00:06:53,560 --> 00:06:55,160 So that is one of the major impact 169 00:06:55,160 --> 00:06:59,840 or major benefits to being in something like BNI 170 00:06:59,840 --> 00:07:03,920 is really just that fast expansion of your network. 171 00:07:03,920 --> 00:07:05,640 Now, when it comes to one-to-ones 172 00:07:05,640 --> 00:07:07,640 and getting to meet with people individually, 173 00:07:07,640 --> 00:07:08,960 the first thing that I would say 174 00:07:08,960 --> 00:07:11,100 is just do more one-to-ones. 175 00:07:11,100 --> 00:07:13,560 I've done roughly 60 in the last three or four months 176 00:07:13,560 --> 00:07:15,320 and I have been a part of BNI. 177 00:07:15,320 --> 00:07:18,240 And I mean, it takes time, it takes a lot of energy, 178 00:07:18,240 --> 00:07:19,480 but it is extremely important 179 00:07:19,480 --> 00:07:21,160 in order to get your name out there. 180 00:07:21,160 --> 00:07:23,360 And that's how I've been able to get a few referrals 181 00:07:23,360 --> 00:07:25,360 throughout my time in the organization 182 00:07:25,360 --> 00:07:28,520 is taking time to meet with these different people. 183 00:07:28,520 --> 00:07:30,600 Something that my dad always told me when we were younger 184 00:07:30,600 --> 00:07:34,080 is we have more time than money. 185 00:07:34,080 --> 00:07:35,440 And that is especially true 186 00:07:35,440 --> 00:07:37,600 when you're just starting your business. 187 00:07:37,600 --> 00:07:41,040 You have a lot more time and energy than you might do money. 188 00:07:41,040 --> 00:07:43,280 It may not make sense to spend a lot of time 189 00:07:43,280 --> 00:07:45,440 making free content that not many people are gonna see 190 00:07:45,440 --> 00:07:47,200 or even get through all the way. 191 00:07:47,200 --> 00:07:49,080 It might not make sense to run paid ads 192 00:07:49,080 --> 00:07:50,720 when nobody knows who you are. 193 00:07:50,720 --> 00:07:52,680 So use networks like this 194 00:07:52,680 --> 00:07:55,440 to really focus on that warm outreach. 195 00:07:55,440 --> 00:07:56,440 That just takes time. 196 00:07:56,440 --> 00:07:58,920 It takes 30 to 60 minute calls to get to know someone 197 00:07:58,920 --> 00:08:00,000 for them to get to know you. 198 00:08:00,000 --> 00:08:02,400 And when it comes to effectively 199 00:08:02,400 --> 00:08:04,200 and being better at one-to-ones, 200 00:08:04,200 --> 00:08:05,880 I would say that the number one thing to do 201 00:08:05,880 --> 00:08:08,520 is to just be prepared. 202 00:08:08,520 --> 00:08:10,920 In BNI or even if you aren't in BNI 203 00:08:10,920 --> 00:08:13,520 and you just want to do one-to-ones with people, 204 00:08:13,520 --> 00:08:16,480 come prepared with your gains sheets. 205 00:08:16,480 --> 00:08:19,360 So in BNI, we have something called a gains sheet. 206 00:08:19,360 --> 00:08:23,720 It's goals, accomplishments, interests, networks, and skills. 207 00:08:23,720 --> 00:08:25,160 And that's something that you can send to people 208 00:08:25,160 --> 00:08:27,360 just to kind of give them a quick bird's eye view 209 00:08:27,360 --> 00:08:29,840 of who you are, these services that you provide, 210 00:08:29,840 --> 00:08:31,200 and what it is that you do. 211 00:08:31,200 --> 00:08:34,000 Before I joined BNI, I made a quick little info sheet. 212 00:08:34,000 --> 00:08:34,840 It was like two pages. 213 00:08:34,840 --> 00:08:37,720 I had my photo, a quick bio, some information, 214 00:08:37,720 --> 00:08:39,360 keywords to look out for, 215 00:08:39,360 --> 00:08:41,500 as well as some information about the packages 216 00:08:41,500 --> 00:08:43,880 and types of coaching that I offer clients. 217 00:08:43,880 --> 00:08:45,680 And this is just a great way to send somebody 218 00:08:45,680 --> 00:08:48,720 before you even meet up with them or after the fact 219 00:08:48,720 --> 00:08:52,160 to give them a reminder of who you are and what you do. 220 00:08:52,160 --> 00:08:53,440 And if you're in BNI, 221 00:08:53,440 --> 00:08:56,480 make sure that your BNI Connect profile is fully fleshed out 222 00:08:56,480 --> 00:08:59,040 and then all your gains and info will be there as well. 223 00:08:59,040 --> 00:09:01,860 In order to do one-to-ones even more effectively, 224 00:09:01,860 --> 00:09:03,400 something that I'm working on putting together 225 00:09:03,400 --> 00:09:06,040 is a presentation, like a little slide deck 226 00:09:06,040 --> 00:09:09,320 of five to 10 slides that just go over who I am, 227 00:09:09,320 --> 00:09:11,760 why I got into coaching, what it is that I do, 228 00:09:11,760 --> 00:09:14,240 maybe talk about my walk across the country a little bit, 229 00:09:14,240 --> 00:09:16,440 and then keywords to look out for, 230 00:09:16,440 --> 00:09:19,700 whether it is somebody going through big life changes, 231 00:09:19,700 --> 00:09:21,320 they're getting married, divorce, et cetera, 232 00:09:21,320 --> 00:09:23,520 they're starting a business, they wanna start a business. 233 00:09:23,520 --> 00:09:25,520 Just the main things that would make someone trigger 234 00:09:25,520 --> 00:09:28,640 and think, oh, maybe Ranger can help you with that. 235 00:09:28,640 --> 00:09:31,180 And then I would give a few examples at the end of clients 236 00:09:31,180 --> 00:09:32,960 that I have worked with in the past, 237 00:09:32,960 --> 00:09:34,680 making sure that I changed names 238 00:09:34,680 --> 00:09:37,840 or don't give too many details for some client protection, 239 00:09:37,840 --> 00:09:40,640 just because of the ethics of my personal business. 240 00:09:40,640 --> 00:09:43,480 This, on a different side of the same coin, 241 00:09:43,480 --> 00:09:44,880 when it comes to prepping for one-to-ones, 242 00:09:44,880 --> 00:09:47,740 it's not just making sure that you have your information 243 00:09:47,740 --> 00:09:49,480 put together and that you have a slide deck 244 00:09:49,480 --> 00:09:51,360 and a info sheet and all of that. 245 00:09:51,360 --> 00:09:53,300 It's making sure that you're doing a little bit of research 246 00:09:53,300 --> 00:09:55,440 to make sure you know who you're talking to. 247 00:09:55,440 --> 00:09:57,020 Make sure that you know what their name is, 248 00:09:57,020 --> 00:09:59,320 what industry they're in, what club they're in, 249 00:09:59,320 --> 00:10:00,680 and that you are actually, 250 00:10:00,680 --> 00:10:03,600 maybe look at their actual gains profile 251 00:10:03,600 --> 00:10:06,780 to see some of the things that they have done in the past. 252 00:10:06,780 --> 00:10:08,560 Look them up on LinkedIn or Instagram, 253 00:10:08,560 --> 00:10:10,520 kind of check out a little bit of their content. 254 00:10:10,520 --> 00:10:12,200 A quick example of how this has helped me 255 00:10:12,200 --> 00:10:14,300 professionally in the past is when I was applying 256 00:10:14,300 --> 00:10:16,200 for the job at the county that I worked at 257 00:10:16,200 --> 00:10:18,200 for a couple of years during COVID, 258 00:10:18,200 --> 00:10:20,640 right before one of my panel interviews, 259 00:10:20,640 --> 00:10:22,060 there was three people on the panel, 260 00:10:22,060 --> 00:10:24,120 it was a Zoom conference, 261 00:10:24,120 --> 00:10:27,440 I got a email that had the names of the people 262 00:10:27,440 --> 00:10:29,220 that were going to be on the panel. 263 00:10:29,220 --> 00:10:32,240 So what I did was I Googled every single person's name, 264 00:10:32,240 --> 00:10:35,440 quickly looked at their LinkedIn, at their information, 265 00:10:35,440 --> 00:10:37,920 where they went to school, et cetera, what they do. 266 00:10:37,920 --> 00:10:40,040 And I noticed that two out of three of them 267 00:10:40,040 --> 00:10:42,920 went to UC Davis, and that's where I went to school. 268 00:10:42,920 --> 00:10:46,000 So I didn't quite mention that I looked them up beforehand, 269 00:10:46,000 --> 00:10:48,880 but I did make a lot of references to being an Aggie 270 00:10:48,880 --> 00:10:52,080 and how influential Davis was to my education, 271 00:10:52,080 --> 00:10:53,920 and I ended up getting the job. 272 00:10:53,920 --> 00:10:57,740 Do I think necessarily that that is 100% why I got the job? 273 00:10:57,740 --> 00:11:01,480 No, but being able to find a quick personal connection 274 00:11:01,480 --> 00:11:02,920 really helped out. 275 00:11:02,920 --> 00:11:04,720 Another thing that I really love about one-to-ones 276 00:11:04,720 --> 00:11:06,440 is you're really able to go what I call 277 00:11:06,440 --> 00:11:08,040 beyond the boardroom. 278 00:11:08,040 --> 00:11:10,000 You're really able to understand 279 00:11:10,000 --> 00:11:11,340 and know more about that person 280 00:11:11,340 --> 00:11:15,860 beyond just their name, category, the business that they do, 281 00:11:15,860 --> 00:11:18,080 and their client avatar. 282 00:11:18,080 --> 00:11:20,720 It's really about who they are as a person. 283 00:11:20,720 --> 00:11:22,760 For example, I just got off of a one-to-one 284 00:11:22,760 --> 00:11:26,540 with a mortgage broker in one of the areas that I serve, 285 00:11:26,540 --> 00:11:28,200 and we're not very, 286 00:11:29,480 --> 00:11:30,600 there's not a whole lot of opportunity 287 00:11:30,600 --> 00:11:31,600 for me to necessarily help him 288 00:11:31,600 --> 00:11:33,080 with the mortgage side of things, 289 00:11:33,080 --> 00:11:35,000 but I found out that he is pretty high up 290 00:11:35,000 --> 00:11:37,040 in one of the local radio stations. 291 00:11:37,040 --> 00:11:39,200 So there is a collaboration opportunity there 292 00:11:39,200 --> 00:11:40,400 that we're working on. 293 00:11:40,400 --> 00:11:43,080 And the same thing with the mortgage broker in my group 294 00:11:43,080 --> 00:11:45,520 is I found out that we're both into reptiles 295 00:11:45,520 --> 00:11:49,920 and exotic pets, but that she also is into horses. 296 00:11:49,920 --> 00:11:52,120 So she has done a little bit of training in the past, 297 00:11:52,120 --> 00:11:53,840 and we're working on a program together 298 00:11:53,840 --> 00:11:56,720 that involves her background of training horses 299 00:11:56,720 --> 00:12:00,160 and my background, and I guess current ground, 300 00:12:00,160 --> 00:12:03,160 of coaching and personal development. 301 00:12:03,160 --> 00:12:05,880 So it's really about making sure that you're understanding 302 00:12:05,880 --> 00:12:06,940 what they do, who they serve, 303 00:12:06,940 --> 00:12:09,120 so you can refer them professionally, 304 00:12:09,120 --> 00:12:11,900 but sometimes there's even more beyond that person 305 00:12:11,900 --> 00:12:16,120 than just the whole business side of it. 306 00:12:17,440 --> 00:12:18,680 I'm just thinking of this now. 307 00:12:18,680 --> 00:12:21,220 There's another gal in my group that during our one-to-one, 308 00:12:21,220 --> 00:12:22,940 we both found out that each other 309 00:12:22,940 --> 00:12:25,400 are in the Lions organization as well. 310 00:12:25,400 --> 00:12:26,760 So that was another easy connection 311 00:12:26,760 --> 00:12:28,920 where we're able to connect on a deeper level 312 00:12:28,920 --> 00:12:31,560 than just you're in my group, you're the life coach, 313 00:12:31,560 --> 00:12:33,600 and you're the real estate agent, right? 314 00:12:33,600 --> 00:12:35,280 So go a little bit deeper. 315 00:12:35,280 --> 00:12:36,760 Something that I have read recently 316 00:12:36,760 --> 00:12:37,880 in one of the books that I'm reading 317 00:12:37,880 --> 00:12:42,520 is the concept of be interested, then be interesting. 318 00:12:42,520 --> 00:12:43,480 And that is something that, 319 00:12:43,480 --> 00:12:46,520 especially since I'm relatively new to the peninsula area 320 00:12:46,520 --> 00:12:49,360 over here in San Francisco, is it's helped me a ton 321 00:12:49,360 --> 00:12:51,520 in learning more about the people in the area 322 00:12:51,520 --> 00:12:53,380 and my surroundings. 323 00:12:53,380 --> 00:12:56,500 So when I say be interested, I mean, ask curious questions. 324 00:12:56,500 --> 00:12:59,400 Really work to understand who the person 325 00:12:59,400 --> 00:13:02,240 on the other side of the table or screen is. 326 00:13:02,240 --> 00:13:04,680 A very simple format that I talked about before 327 00:13:04,680 --> 00:13:07,280 is learn what they're currently doing now, 328 00:13:07,280 --> 00:13:09,300 ask them what got them into that, 329 00:13:09,300 --> 00:13:11,600 and ask them what their future plans are. 330 00:13:11,600 --> 00:13:15,840 That now, past, and future method, tactic, 331 00:13:15,840 --> 00:13:17,160 whatever you wanna call it, 332 00:13:17,160 --> 00:13:19,540 has helped me really learn a lot about people 333 00:13:19,540 --> 00:13:21,960 and some of their other interests as well. 334 00:13:21,960 --> 00:13:24,840 And again, this really helps set you apart 335 00:13:24,840 --> 00:13:27,880 from other people in your industry. 336 00:13:27,880 --> 00:13:30,240 You know, like to the real estate agent in my group 337 00:13:30,240 --> 00:13:32,760 that were both lions, I'm not just, you know, 338 00:13:32,760 --> 00:13:34,560 oh, Ranger, the life coach in her group. 339 00:13:34,560 --> 00:13:37,040 It's, oh, that's Ranger, a fellow lion, 340 00:13:37,040 --> 00:13:39,600 a fellow entrepreneur, he also likes this, this, this, 341 00:13:39,600 --> 00:13:41,800 and this, and he does life coaching. 342 00:13:41,800 --> 00:13:44,320 It gives you and them a little bit more to go off of 343 00:13:44,320 --> 00:13:46,140 when you're making that referral. 344 00:13:46,140 --> 00:13:48,180 So be sure that you don't just keep it all professional, 345 00:13:48,180 --> 00:13:49,540 keep it a little bit personal as well, 346 00:13:49,540 --> 00:13:51,620 and get to know the other person. 347 00:13:51,620 --> 00:13:54,040 Again, it's know, like, and trust. 348 00:13:54,040 --> 00:13:56,680 Something else that we talked about in the training 349 00:13:56,680 --> 00:13:58,800 that we did last Friday through BNI 350 00:13:58,800 --> 00:14:02,100 is the idea of developing your power partner team. 351 00:14:02,100 --> 00:14:04,160 Now, power partners are essentially people 352 00:14:04,160 --> 00:14:07,920 that are in related but not competing fields 353 00:14:07,920 --> 00:14:09,240 of your business. 354 00:14:09,240 --> 00:14:12,440 Something that I talked about in the presentation last week 355 00:14:12,440 --> 00:14:15,600 is the concept of the client journey. 356 00:14:15,600 --> 00:14:18,480 Think of your client as the hero in a story. 357 00:14:18,480 --> 00:14:20,400 Typically, there's some kind of call to action 358 00:14:20,400 --> 00:14:21,400 or inspiration. 359 00:14:21,400 --> 00:14:24,440 They meet a or several wise mentors along the way. 360 00:14:24,440 --> 00:14:25,640 There's some kind of trials, 361 00:14:25,640 --> 00:14:27,920 and at the end, there's an accomplishment. 362 00:14:27,920 --> 00:14:31,680 So when it comes to people in your industry or field, 363 00:14:31,680 --> 00:14:34,640 typically, entrepreneurs solve a specific problem. 364 00:14:34,640 --> 00:14:36,600 Really think about what problem you face 365 00:14:36,600 --> 00:14:38,800 and at what point during the customer journey, 366 00:14:38,800 --> 00:14:40,720 they would be facing that problem. 367 00:14:40,720 --> 00:14:42,960 A great example of a power partner team 368 00:14:42,960 --> 00:14:46,320 is that of the real estate sphere. 369 00:14:46,320 --> 00:14:48,560 Now, there is typically a real estate agent 370 00:14:48,560 --> 00:14:51,320 and a mortgage broker, and they're extremely close 371 00:14:51,320 --> 00:14:52,960 in these referral networks 372 00:14:52,960 --> 00:14:55,560 because you can't really have one part of that journey 373 00:14:55,560 --> 00:14:56,800 without the other. 374 00:14:56,800 --> 00:14:58,960 In order to buy the house, you need funding, 375 00:14:58,960 --> 00:15:01,360 and you typically need funding in order to buy a house. 376 00:15:01,360 --> 00:15:03,880 So there is that nice symbiotic relationship 377 00:15:03,880 --> 00:15:05,480 between the two of them. 378 00:15:05,480 --> 00:15:07,940 But when it comes to that real estate sphere, 379 00:15:07,940 --> 00:15:11,160 there might also be an aspect of credit repair. 380 00:15:11,160 --> 00:15:14,320 If somebody isn't able to get a good enough of a loan, 381 00:15:14,320 --> 00:15:16,240 the mortgage broker may need to refer out 382 00:15:16,240 --> 00:15:18,080 a credit repair specialist. 383 00:15:18,080 --> 00:15:20,600 Or maybe once they buy a house, 384 00:15:20,600 --> 00:15:22,380 the real estate agent is able to recommend 385 00:15:22,380 --> 00:15:24,180 a moving company to help out. 386 00:15:24,180 --> 00:15:26,600 It's really about understanding that on this journey 387 00:15:26,600 --> 00:15:28,620 where the client is the hero, 388 00:15:28,620 --> 00:15:29,960 there's going to be different trials 389 00:15:29,960 --> 00:15:31,360 that they're gonna come up against. 390 00:15:31,360 --> 00:15:33,600 So think of the trials that are on the path 391 00:15:33,600 --> 00:15:35,720 from your client going from, let's say, 392 00:15:35,720 --> 00:15:39,200 living with their parents to being in their own house. 393 00:15:39,200 --> 00:15:42,220 What trials are they going to come across 394 00:15:42,220 --> 00:15:44,600 while they're going from zero to hero? 395 00:15:44,600 --> 00:15:46,780 So the whole concept of this power team 396 00:15:46,780 --> 00:15:49,180 is you're able to kind of form this symbiotic relationship 397 00:15:49,180 --> 00:15:51,840 with other people along that journey. 398 00:15:51,840 --> 00:15:54,360 And sometimes you might not get referrals 399 00:15:54,360 --> 00:15:55,640 from just the people right next to you, 400 00:15:55,640 --> 00:15:58,880 but it's also people in other parts of that journey as well. 401 00:15:58,880 --> 00:16:00,160 They're gonna come across different people 402 00:16:00,160 --> 00:16:02,280 that have different problems or needs, 403 00:16:02,280 --> 00:16:03,360 and it's about being able to say, 404 00:16:03,360 --> 00:16:04,780 hey, I'm in this position, 405 00:16:04,780 --> 00:16:08,620 I'm able to help out this person at this specific point. 406 00:16:08,620 --> 00:16:10,680 So make sure that you form your power partner teams 407 00:16:10,680 --> 00:16:12,020 that you understand their business 408 00:16:12,020 --> 00:16:13,480 and they understand yours 409 00:16:13,480 --> 00:16:17,000 so that you're really able to say when and who you need. 410 00:16:17,000 --> 00:16:20,480 And as another example, I do life and business coaching, 411 00:16:20,480 --> 00:16:23,120 mostly life coaching, a little bit of business consulting, 412 00:16:23,120 --> 00:16:25,760 but the people that would be in my sphere of influence 413 00:16:25,760 --> 00:16:28,360 on that power partner team are things like therapists, 414 00:16:28,360 --> 00:16:31,400 personal trainers, marketing professionals, 415 00:16:33,020 --> 00:16:36,920 other health and wellness experts, 416 00:16:36,920 --> 00:16:38,460 and honestly, even other life coaches 417 00:16:38,460 --> 00:16:40,800 that may have a different focus than mine. 418 00:16:40,800 --> 00:16:44,660 If somebody is specifically a divorce coach 419 00:16:44,660 --> 00:16:46,600 for women in their 60s, 420 00:16:46,600 --> 00:16:48,360 that may not be a specialty of mine, 421 00:16:48,360 --> 00:16:50,040 but if I come across someone like that, 422 00:16:50,040 --> 00:16:51,660 it would be very nice for me to be able to send them 423 00:16:51,660 --> 00:16:53,520 to that other person 424 00:16:53,520 --> 00:16:55,480 so that they can get the help that they really need, 425 00:16:55,480 --> 00:16:56,880 and if they come across an entrepreneur 426 00:16:56,880 --> 00:16:58,040 that wants to start a business 427 00:16:58,040 --> 00:16:59,320 or isn't quite sure what to do 428 00:16:59,320 --> 00:17:02,320 in their solopreneurship endeavor, 429 00:17:02,320 --> 00:17:03,560 they would send them to me, 430 00:17:03,560 --> 00:17:05,560 and then we're able to kind of refer back and forth 431 00:17:05,560 --> 00:17:07,280 to one another and really help build 432 00:17:07,280 --> 00:17:08,960 each other's businesses over time. 433 00:17:08,960 --> 00:17:10,760 Now, that's great and all, and once you find yourself 434 00:17:10,760 --> 00:17:12,880 and you find the people that are in that sphere of influence 435 00:17:12,880 --> 00:17:14,640 in that power partner team, 436 00:17:14,640 --> 00:17:18,520 you are decently upset, honestly, 437 00:17:18,520 --> 00:17:20,840 but what about the people that aren't in that sphere, 438 00:17:20,840 --> 00:17:22,400 that don't refer to you very often, 439 00:17:22,400 --> 00:17:25,320 and you don't refer out to them very often at all? 440 00:17:25,320 --> 00:17:26,520 Now, there's something that, 441 00:17:26,520 --> 00:17:28,280 one of the members on that call talked about, 442 00:17:28,280 --> 00:17:32,280 and I absolutely loved the whole metaphor behind it, 443 00:17:32,280 --> 00:17:34,840 but it's about triangulating connections. 444 00:17:34,840 --> 00:17:36,960 So if you've ever found yourself in BNI 445 00:17:36,960 --> 00:17:38,100 or another referral network, 446 00:17:38,100 --> 00:17:39,400 and there's just somebody in the group 447 00:17:39,400 --> 00:17:42,300 that you cannot seem to come across referrals for, 448 00:17:42,300 --> 00:17:44,720 this is the method that you're gonna wanna use. 449 00:17:44,720 --> 00:17:47,640 And the idea behind it is if you can't refer them out, 450 00:17:47,640 --> 00:17:50,080 find somebody that can refer to them, 451 00:17:50,080 --> 00:17:52,500 help them build their power partner team. 452 00:17:52,500 --> 00:17:55,480 A great example of this is there is a pest control guy 453 00:17:55,480 --> 00:17:58,040 in our group that does residential, you know, 454 00:17:58,040 --> 00:18:02,720 rats, roaches, he kills ants, not uncles, is his joke. 455 00:18:02,720 --> 00:18:05,240 But I do life coaching, 456 00:18:05,240 --> 00:18:07,920 so I don't really come across people 457 00:18:07,920 --> 00:18:09,800 that are going to mention necessarily 458 00:18:09,800 --> 00:18:12,000 rat or rodent problems in their homes 459 00:18:12,000 --> 00:18:13,680 where he would be a good fit. 460 00:18:13,680 --> 00:18:17,680 However, during my one-to-one journey 461 00:18:17,680 --> 00:18:19,120 throughout the peninsula, 462 00:18:19,120 --> 00:18:21,240 I came across a guy that does biohazard 463 00:18:21,240 --> 00:18:23,280 and crime scene cleanups. 464 00:18:23,280 --> 00:18:24,760 And he said that typically, you know, 465 00:18:24,760 --> 00:18:29,720 when he is cleaning up these pretty intense situations, 466 00:18:29,720 --> 00:18:33,800 there is some kind of pest problem that comes along with it. 467 00:18:33,800 --> 00:18:35,360 And he mentioned that he doesn't have anybody 468 00:18:35,360 --> 00:18:37,920 that he can refer to with confidence right now. 469 00:18:37,920 --> 00:18:41,640 And since I have one that I trust, that I know, 470 00:18:41,640 --> 00:18:43,480 and I was able to build good rapport with him 471 00:18:43,480 --> 00:18:44,960 during that call that we had, 472 00:18:44,960 --> 00:18:47,680 I was able to refer my pest control guy to him. 473 00:18:47,680 --> 00:18:49,040 And I already know that they're working together 474 00:18:49,040 --> 00:18:51,220 and that they're able to refer each other some business. 475 00:18:51,220 --> 00:18:53,160 So that was a great way for me to be able 476 00:18:53,160 --> 00:18:56,580 to kind of connect myself with the value of a referral 477 00:18:56,580 --> 00:19:00,280 that isn't directly me doing the connecting 478 00:19:00,280 --> 00:19:01,520 between him and a customer. 479 00:19:01,520 --> 00:19:03,520 And I think the skill to develop there 480 00:19:03,520 --> 00:19:07,920 is once you understand who is in your power partner team, 481 00:19:07,920 --> 00:19:10,020 who is in your customer journey, 482 00:19:10,020 --> 00:19:11,600 being able to look at somebody else 483 00:19:11,600 --> 00:19:13,280 and just start kind of thinking creatively 484 00:19:13,280 --> 00:19:16,600 about what would their customer journey look like, 485 00:19:16,600 --> 00:19:19,520 who is on their path and then find people 486 00:19:19,520 --> 00:19:22,320 that may be close to it or on that path 487 00:19:22,320 --> 00:19:24,220 that you can connect them with. 488 00:19:24,220 --> 00:19:27,680 Essentially, if you can't refer somebody else, 489 00:19:27,680 --> 00:19:29,440 find the people that can, 490 00:19:29,440 --> 00:19:32,140 because when you're able to give somebody something valuable, 491 00:19:32,140 --> 00:19:34,600 they associate that value with you. 492 00:19:34,600 --> 00:19:36,480 Now, the very last thing that we're gonna talk about today 493 00:19:36,480 --> 00:19:40,940 is the concept of taking on a leadership role in your club. 494 00:19:40,940 --> 00:19:44,280 The importance of this is an old saying that goes, 495 00:19:44,280 --> 00:19:48,020 how you do anything is how you do everything. 496 00:19:48,020 --> 00:19:50,080 When you take on a leadership role in a club, 497 00:19:50,080 --> 00:19:54,400 it is an insanely easy way for you to build up credibility 498 00:19:54,400 --> 00:19:55,820 and show the rest of the people in your club 499 00:19:55,820 --> 00:19:57,840 that you are someone that can be trusted, 500 00:19:57,840 --> 00:19:59,400 you can get things done, 501 00:19:59,400 --> 00:20:01,320 and you're able to really just work 502 00:20:01,320 --> 00:20:03,960 with a plethora of different people. 503 00:20:03,960 --> 00:20:05,520 As a quick example of that, 504 00:20:05,520 --> 00:20:07,880 when I was in Gold Star over in Modesto, 505 00:20:07,880 --> 00:20:09,980 I was the event coordinator. 506 00:20:09,980 --> 00:20:13,320 And one of my big goals for that six-month term that I have 507 00:20:13,320 --> 00:20:15,400 was to do a social, 508 00:20:15,400 --> 00:20:20,100 but not just a go bowling or go to a restaurant 509 00:20:20,100 --> 00:20:22,120 or anything kind of simple like that. 510 00:20:22,120 --> 00:20:23,080 I wanted to do something 511 00:20:23,080 --> 00:20:24,900 that people would remember forever. 512 00:20:24,900 --> 00:20:27,160 Thankfully, that was a little bit easier for me 513 00:20:27,160 --> 00:20:29,580 because right around the time I got elected, 514 00:20:29,580 --> 00:20:32,240 a gentleman that owns a gun safety 515 00:20:32,240 --> 00:20:35,340 and shooting range business joined the group. 516 00:20:35,340 --> 00:20:37,220 And I asked him, hey, how does it work? 517 00:20:37,220 --> 00:20:40,080 Are you able to just do any kind of group events? 518 00:20:40,080 --> 00:20:43,020 Like how would it work if we want to do an event together? 519 00:20:43,020 --> 00:20:44,460 And he was super into it 520 00:20:44,460 --> 00:20:46,680 because there's a great way for him to showcase 521 00:20:46,680 --> 00:20:48,420 what he does to the rest of the group 522 00:20:48,420 --> 00:20:50,840 and make a little bit of income out of it as well. 523 00:20:50,840 --> 00:20:53,040 So him and I collaborated for a couple months. 524 00:20:53,040 --> 00:20:54,360 I worked with the president 525 00:20:54,360 --> 00:20:57,280 as well as the director for the area 526 00:20:57,280 --> 00:21:00,260 to make sure that this event went off without a hitch. 527 00:21:00,260 --> 00:21:01,700 And it was fantastic. 528 00:21:01,700 --> 00:21:04,120 We had about 10, 15 people show up. 529 00:21:04,120 --> 00:21:06,360 We all hung out for four or five hours 530 00:21:06,360 --> 00:21:08,860 and got to do some things and shoot guns 531 00:21:08,860 --> 00:21:11,360 that I never thought that I'd be able to. 532 00:21:11,360 --> 00:21:13,220 So that's just an example of a way 533 00:21:13,220 --> 00:21:15,520 to show that you know what you're doing. 534 00:21:15,520 --> 00:21:18,680 Now in BNI, I am the one-to-one coordinator, 535 00:21:18,680 --> 00:21:20,880 which is a little bit of a lower role 536 00:21:20,880 --> 00:21:22,540 than the event coordinator 537 00:21:22,540 --> 00:21:24,700 or secretary or president or whatever. 538 00:21:24,700 --> 00:21:27,220 But I wanted to make sure that I took it as an opportunity 539 00:21:27,220 --> 00:21:29,920 to show off some of my skills and excitement 540 00:21:29,920 --> 00:21:32,440 about being in an organization like this. 541 00:21:32,440 --> 00:21:35,120 So I created something called One-to-One Bingo, 542 00:21:35,120 --> 00:21:36,720 which if you are in BNI 543 00:21:36,720 --> 00:21:38,080 and you're interested in bringing that to your club, 544 00:21:38,080 --> 00:21:40,280 let me know, I'll send you the files. 545 00:21:40,280 --> 00:21:42,480 But essentially it is just a normal bingo sheet, 546 00:21:42,480 --> 00:21:46,060 five by five that has all these different tasks 547 00:21:46,060 --> 00:21:47,800 and missions and things to complete. 548 00:21:48,840 --> 00:21:50,400 Do a one-to-one with somebody in the group, 549 00:21:50,400 --> 00:21:53,020 do a one-to-one with somebody in the same category, 550 00:21:53,020 --> 00:21:55,680 make a referral, get a referral, et cetera, et cetera. 551 00:21:55,680 --> 00:21:57,920 And as people get bingo or blackout, 552 00:21:57,920 --> 00:22:00,160 they get different awards for it. 553 00:22:00,160 --> 00:22:02,440 But it's just a simple way to gamify it. 554 00:22:02,440 --> 00:22:04,140 And what I really love about that 555 00:22:04,140 --> 00:22:06,640 is it shows that I am taking the position seriously 556 00:22:06,640 --> 00:22:10,720 and I'm actually doing something about the position. 557 00:22:10,720 --> 00:22:12,400 I'm not just getting up every single week 558 00:22:12,400 --> 00:22:14,240 and saying, do your one-to-ones. 559 00:22:14,240 --> 00:22:16,840 I gave them a way to actually do it. 560 00:22:16,840 --> 00:22:18,720 Just as a quick last example, 561 00:22:18,720 --> 00:22:20,320 at our last week's meeting, 562 00:22:20,320 --> 00:22:24,080 we had something where we switched the leadership roles 563 00:22:24,080 --> 00:22:25,000 for the day. 564 00:22:25,000 --> 00:22:29,160 So the typical secretary, president and vice president 565 00:22:29,160 --> 00:22:32,840 were sitting in the regular folks area, 566 00:22:32,840 --> 00:22:34,360 where us peasants sit, 567 00:22:34,360 --> 00:22:37,560 and a few of us were chosen to be the president, 568 00:22:37,560 --> 00:22:39,760 vice president and secretary for the day. 569 00:22:39,760 --> 00:22:41,000 I was chosen to be president. 570 00:22:41,000 --> 00:22:41,840 I prepped for it. 571 00:22:41,840 --> 00:22:43,520 I made sure that everybody was good to go. 572 00:22:43,520 --> 00:22:44,660 I communicated with the people 573 00:22:44,660 --> 00:22:46,300 that were gonna be up there with me. 574 00:22:46,300 --> 00:22:49,160 And I put on a little bit of a show. 575 00:22:49,160 --> 00:22:50,540 I tried to be enthusiastic. 576 00:22:50,540 --> 00:22:51,560 I tried to be excited. 577 00:22:51,560 --> 00:22:53,680 If I made any mistakes, I'd make a joke out of it, 578 00:22:53,680 --> 00:22:55,560 or I would just keep rolling with it. 579 00:22:55,560 --> 00:22:56,680 And I think that that really showed 580 00:22:56,680 --> 00:22:59,280 that I am somebody that can speak well in front of a group. 581 00:22:59,280 --> 00:23:00,840 I do well under pressure. 582 00:23:00,840 --> 00:23:03,800 And if somebody were to give me something to do, 583 00:23:03,800 --> 00:23:06,840 I am able to just run with it and do the thing. 584 00:23:06,840 --> 00:23:09,880 One of the members, which I thought was super sweet, 585 00:23:09,880 --> 00:23:12,960 mentioned that my enthusiasm and vibe 586 00:23:12,960 --> 00:23:15,760 reminded him of Anthony Robbins, 587 00:23:15,760 --> 00:23:18,840 which took me a second to realize he meant Tony Robbins, 588 00:23:18,840 --> 00:23:21,040 but that was just a huge confidence boost. 589 00:23:21,040 --> 00:23:22,440 And I really appreciated that. 590 00:23:22,440 --> 00:23:25,400 So to really close out the idea of a leadership role thing 591 00:23:25,400 --> 00:23:28,400 is take a leadership role and do it well. 592 00:23:28,400 --> 00:23:29,280 Don't be passive. 593 00:23:29,280 --> 00:23:32,320 Be very active and honestly a little bit aggressive 594 00:23:32,320 --> 00:23:35,880 in how you take it to the next level, 595 00:23:35,880 --> 00:23:37,840 because when you are showing that you're capable 596 00:23:37,840 --> 00:23:42,500 in one area, that in the mind, I guess, 597 00:23:42,500 --> 00:23:44,160 transfers over to other areas, 598 00:23:44,160 --> 00:23:46,960 especially in how other people see and view you. 599 00:23:46,960 --> 00:23:48,600 So to really wrap up today's episode, 600 00:23:48,600 --> 00:23:52,120 the four main takeaways are do more one-to-ones 601 00:23:52,120 --> 00:23:54,000 and do them more effectively. 602 00:23:54,000 --> 00:23:55,440 Build your power partner team. 603 00:23:55,440 --> 00:23:57,420 Really understand the client journey. 604 00:23:57,420 --> 00:23:59,840 See them as the hero in their story 605 00:23:59,840 --> 00:24:02,480 and see what other experts, mentors, and advisors 606 00:24:02,480 --> 00:24:04,480 you can help them figure out and find 607 00:24:04,480 --> 00:24:07,600 along the way from zero to hero. 608 00:24:07,600 --> 00:24:09,320 If you, once you have that figured out 609 00:24:09,320 --> 00:24:12,360 for your industry and your trajectory, 610 00:24:12,360 --> 00:24:15,920 help triangulate connections by working with other people 611 00:24:15,920 --> 00:24:18,480 to build up their power partner team 612 00:24:18,480 --> 00:24:20,840 and referral network within BNI. 613 00:24:20,840 --> 00:24:25,200 And finally, take up leadership roles and do them well. 614 00:24:25,200 --> 00:24:28,400 How you do anything is how you do everything. 615 00:24:28,400 --> 00:24:31,340 I really hope that today's podcast was useful for you 616 00:24:31,340 --> 00:24:33,680 on your BNI referral network journey, 617 00:24:33,680 --> 00:24:35,760 or even if you're not in one of these organizations, 618 00:24:35,760 --> 00:24:37,200 I really hope that you're able to take some of that 619 00:24:37,200 --> 00:24:39,780 information and bring it into your business. 620 00:24:39,780 --> 00:24:42,400 If you would like any help or some coaching around that, 621 00:24:42,400 --> 00:24:44,120 please let me know. 622 00:24:44,120 --> 00:24:47,280 Send me an email at ranger at within range coaching.com. 623 00:24:47,280 --> 00:24:49,760 Follow me on Instagram, Facebook, LinkedIn, et cetera. 624 00:24:49,760 --> 00:24:52,180 All that information is gonna be in the show notes. 625 00:24:52,180 --> 00:24:56,380 But as always, remember that the best is yet to come 626 00:24:56,380 --> 00:24:59,080 as long as you are willing to make the decision 627 00:24:59,080 --> 00:25:03,080 to never settle, never quit, and never peak. 628 00:25:03,080 --> 00:25:26,080 I'll see you guys in the next one.