During last week’s webinar, Kent asked a fantastic question…
“How do I teach referral partners to recognize good prospects when they meet them?”
My answer may surprise you…
Don’t teach them.
If you have to teach them how to spot good prospects, then you’ve probably got the wrong referral partners.
In Kent’s case, he was cultivating “general” referral partners. Better to find people already selling to your IDEAL clients.
They don’t have to *seek* prospects for you…their Rolodex is already filled with them.
With referral partners…as with all investments…you make your money “on the buy.”
photo courtesy of: Ged Carroll