(please catch up on the last 2 blogs before this one, if you have not already)

images (3)At this point in the conversation, I have to admit I was shocked. I had politely answered all his questions, fishing to see if Rob and I would be prospects, and what referral relationships we had, because he hoped to be of the people I could pass the referrals to! After talking to him for over 15 minutes, when he said his clients don’t need our products, I stopped caring about being polite (which is a long time for me) and I went to being insulted.
I responded – in the 8 years I have been in business for myself, I have never had a client ask me for a financial planner.
His response – oh, so you don’t give referrals to the financial planner.
I said – I didn’t say that, I do pass referrals to financial planners.
He then asked – How?
Me flipping it around, since he had been selling and recruiting me as a referral source, said it was a system I had learned from the Certified Networker Program, and that it is not something that I could describe in the 2 minutes I had left before I had to jump on a conference call. BUT if he wanted me to, I could have his name to the list of people to be notified about the next upcoming free Certified Networker event.

He said okay and we ended the call.

Was I wrong?
You would think that would be the end of it, right?

Through an email response the following week from my sharing I updated my LinkedIn Profile (thanks to Renia Carsillo and her 12 Steps to Social Success Webinar), he included as a PS – Sorry that I caught you at a busy time. I would like to talk to you and Rob more, only without the sales pitch to become a Certified Networker.

I did chuckle when I read this…

But it brought up a good point that people ask me often – what do you do when there are people in your network that want to do business with you or be a referral partner, but do not know how to most effectively work the relationship? What would YOU do?
Hope to train them step by step along the way? Offer training recommendations? Ignore them?

Please share your thoughts… and thanks for sharing in this with me!

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About Tiffanie Kellog

Tiffanie loves to help people make more money while saving time, so they can hopefully have more fun!

12 responses »

  1. Brad Savage says:

    Wow. The gentleman mentioned in your post does not get referral relationships.
    His responses sound like you were 1 of 100 people in his prospect list for the month and he was trying to get you to “Stage 2” of his “cold-call” system. Kudos to you for being polite as long as you did.

    To answer your question, I would invite the potential referral partner to attend the Certified Networker Program WITH me so they can learn how to become my referral partner. Their participation and how they applied the new knowledge would determine if they were a good fit as my referral partner.

  2. Wow … at least I am not the only one who gets these odd conversations.

    How I would respond? Honestly it would depend on if I thought he would be a valuable referral partner. As Brad said I would definitely invite him to Certified Networker Program with me and hopefully he would learn how you should work with referral partners and not SELL to them. Past doing that? I don’t have enough time to keep up with those who ARE GOOD referral partners, let alone take the time to train one who doesn’t seem to get it.

    If he doesn’t get it Tiffanie it is his loss. You can only save those who want to be saved from their stupidity.

  3. Jackie says:

    I believe you’ve done all you can to help this guy “get it”. I’d politely let him know that you were not trying to “sell” him to go to Certified Network Program, you were just informing him of this being available to help him grow his business to make more money in less time and have fun doing it. You could also mention that it seems he has one style of talking with people and you could educate him that there are actually 4 different personality styles and to be able to understand and work better with all 4 styles he might be interested in Room Full of Referrals. It’s very cost effective and only requires a few hours out of one day. If he’s open to that, then maybe that class will open his eyes to see things a little differently and provide a curiousity towards Certified Network Program. If he declines and feels he doesn’t need that either, then I’d be DONE with him!!! I’d politely say, “no problem, but at this time I don’t see myself being able to provide you with any referrals.”

  4. What I do depends on how valuable the potential for the relationship is. I’ll try to get them to Certified Networker but if the relationship has potential I’ll be patient and try to set a good example and then once I’ve earned trust approach the CNP conversation again.

    However, this guy is clearly clueless. Ignore him. You don’t have enough time for this!

  5. I believe you were beyond patient and can just let it go. If you believe he has potential for mutuality, then it may be worth some time, but otherwise, I would just move on 🙂

  6. I agree with the previous comments. You patiently went down a long road with him and it was time to move on.

  7. Richard Vazquez says:

    I am amazed at how many people look at a referral relationship as one sided (their side). His comment about “the referral institute sales pitch” shows that he totally doesnt understand.

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