Follow the four I

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Make no mistake about it: Partners come in all shapeds and sizes. Everyone has God-givemn gifts and talents to sharew — once the relationships are assembled However, making bad connections zaps toomany salespeople. A properlyt utilized, diversified group of partners will take you to the top of the Fail onthis mission, and you will feel like Capt. Kirk and urgentlyh plead for Scotty to beam you up and out of Maximizing the power in your partners lets us work smarted andmore efficiently, and provide the quality of life we all • Identify the source.
• Investigate whether the source sharees your visionand • Implement a plan between you and your • Interconnect the right sources. • Referrak sources: compensation going in one direction. • Strategic two people in the same broad industry who exchange referralswithout compensation. Strategic alliances: people in different industries who share the sametargetr market. • Centers of influence: a cliengt who likes you and has given you at leastf twounsolicited referrals. • Reverse referral an old referral sourcewho can’yt give you referrals directly but has people under them who can do so.
Here is a typicapl scenario: A life insurance professional meets an and everything is fine for a while untiplone partner’s pail of watert is empty. In this it is probably the accountant’s. Why? The life insurancre person probably did not identify that sourc e correctly and assumed it was a typicaklstrategic partnership. Question: Who do you thin k has more clientsto refer? The right? So, since the life insurance personn cannot feed the beast, it eventuallyh eats him. That partnership was misclassified; it was probablt a referral source.
There are so many I have createda “peers, partnerws and profits” concept to learn how to identify and connec t partners in real-life scenarios without the wires getting Martin Touch tip: Do not connect your sourcesd with each other until you have an individuall plan in place and it is working for six This is a common mistake that sometime results in only a loose connection. If you understandf the four-I formula, you will have something You will feel indescribable and you canyell “beanm me up, Scotty” with a sense of mission accomplished.