For Corporations>>Referral Fast Start Coaching Program™
Referral Fast Start Coaching Program™
Insures Implementation and Results
Part of the Referral Coach Solution™
What's the point of training your people if you don't have a program in place to make sure the training sticks and measurable results are produced?
The Referral Fast Start Coaching Program™ has been designed to make sure you get maximum return on your investment. And the program is virtually turn-key. All you have to do it make sure your
reps are signed up for the program and modern technology does the rest. Through 8 automated messages (7 coaching sessions), your reps will experience a series of reinforcing exercises and skill-building assignments. While this is most effective when done with a buddy, it works very well as a self-study program.
Throughout this program, your reps will be encouraged to email their questions, challenges, and success stories for review by one of our Certified Referral Coaches™ to insure maximum results are achieved.
Program Content and Outline
Preparing for the Coaching Program
Each financial professional will be welcomed into the program by a special message from Bill Cates. They'll learn how they can get the most out of the program. They'll be encouraged to find their "referral study buddy" and their preliminary work will be assigned.
Coaching Session #1
Topics
- Articulating Your Value to Clients and Prospects
- Enhancing Your Referability
Assignments
- Work on communicating your value proposition to prospects and clients.
- Discover your ideal client profile; segment your client list into As, Bs, and Cs.
- Get clear on the fears and mistaken assumptions that limit your referral success.
- Send your questions, challenges, and success stories to your RCI Referral Coach™.
Coaching Session #2
Topics
- Preparing your Client Service Matrix
- Continue to Enhance Your Referability
- Discover your staff's role in this referral process
Assignments
- Host meetings with staff and associates to determine roles, responsibilities, and accountability.
- Layout your Client Service Matrix.
- Begin implementation of your Matrix.
- Send your questions, challenges, and success stories to your RCI Referral Coach™.
Coaching Session #3
Topics
- Develop your referral mindset.
- Planting Referral Seeds
Assignments
- Review your referral mindset with your buddy.
- Add a "referral seed" to your voicemail and/or email.
- Discuss the referral seeds you are going to use on a regular basis with your referral buddy.
- Set behavioral goals and accountability with your referral buddy.
- Send your questions, challenges, and success stories to your RCI Referral Coach™
Coaching Session #4
Topic
- Asking for Referrals Most Effectively
Assignments
- Writing your referral script - read it out loud - tighten it up.
- Practice asking with your buddy
- Practice asking with other colleagues.
- Practice asking with clients who love you.
- Host 12 value discussions over the next 6 weeks. Begin setting up those meetings. At each value discussion ask for referrals if appropriate - but always plant a referral seed.
- Set behavior goals and accountability with your referral buddy.
- Send your questions, challenges, and success stories to your RCI Referral Coach™
Coaching Session #5
Topic
- Dealing with Referral Objection
Assignments
- List major objections you have had or anticipate
- Practice exploring and reframing those various objections with your referral buddy.
- Practice backing off with confidence and planting seeds.
- Set behavior goals and accountability with your referral buddy.
- Send your questions, challenges, and success stories with your RCI Referral Coach™.
Coaching Session #6
Topics
- Upgrading Referrals
- Getting Quality Introductions
Assignments
- Make a list of all the things you'd like to know about your new referral prospect.
- Buy an Introductions Journal where you will record all your new referral prospects and their information.
- With your referral buddy, practice getting solid introductions from your referral source.
- Set behavior goals and accountability with your referral buddy.
- Send your questions, challenges, and success stories to your RCI Referral Coach™
Coaching Session #7
Topic
- Creating the Referral Habit
Assignments
- Take the Referral Confidence Checklist™ and review your results with your referral buddy.
- Send you questions, challenges, and success stories to your RCI Referral Coach™
- Use the Referral Confidence Checklist™ to create ongoing goals for yourself and your buddy.
- Schedule 4-8 more Referral Buddy meetings to keep the goal setting, accountability, and results happening.
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