1. Proactive Referrals Relationships vs. Activity WeaknessesStrengthsWeaknessesStrengths

2. Proactive Referrals Referrals and Relationships Describe a situation where you leveraged an existing relationship to create a successful and profitable business outcome.

3. Proactive Referrals The Process Working with a partner, discuss some of the ways you have used to appropriately collect quality contact information on a prospective customer. What techniques or approaches work best? List some of your ideas and be prepared to share them with the group.

4. Proactive Referrals The Process Use the “four conversations” as a framework for a group discussion on best practices in each area. When have you used each approach to help proactively “move forward” a relationship or keep a relationship alive by providing help in one area, even if it wasn’t exactly where you wanted the relationship to start.

5. Proactive Referrals Review of Key Points 1. Relationship Based Referrals are always better business builders than Funneling Cold Leads 2. Referrals built on Relationships build business now and in the future 3. Referral Gathering is based on our Five Relationship Keys 4. Gathering Data is better than Handing Out Cards

6. Proactive Referrals Review of Key Points 5. The Four Conversations define the Proactive Referral Process: a. Are You Happy? (inviting a relationship) b. Can We Help? (building a relationship) c. Can We Contact You? (managing a relationship) d. Were We Helpful? (leveraging and repairing a relationship)