Month: December 2012

Genie Fuller on The Business Spotlight what she is doing to create referrals – YouTube

Genie Fuller on The Business Spotlight P2 what she is doing to create referrals – YouTube.

http://www.7NetworkingMistakes.com  Genie Fuller is guest on The Business Spotlight TV show hosted by Patrick Dougher.
Transcript:
Patrick:  Welcome back to the Business Spotlight, Patrick Dougher here. We’ve got Genie Fuller in the room today and we are talking about ways to create an endless supply of referrals for you and your business. Genie, thanks again for being here.
Genie:  Thank you.
Patrick:  I want to get into more about what you’re doing to create the success that you’re having because I know you’re doing a great deal of training, speaking and presenting around the country to organizations that have a sales force — typically a fairly significant sales force –that they need to know how to get out of the old, in a sense, dialing for dollars, “Oh my God, please stop this. This is a rat race that’s just isn’t fun.” You said you had one client that within three years was able to do what most people couldn’t do in five.
Genie:  That’s correct.
Patrick:  Awesome.
Genie:  I’d like to tell you a story, Pat. I was training in one of the financial investment firms in Rochester, New York. This gentleman who walked in who was very tall, had hair the color of mine. He had been around a while.
Patrick:  He must have been around a while.
Genie:  Yeah, I know! He said, “I hope this is going to be different.” And I’m going, “Oh my gosh.” So I’m up there putting all the energy — and I like gestures anyway. When I got through I found out from the regional VP that he had been in the firm for 33 years and he ranked number five out of 14,000 people.
Patrick:  Wow.
Genie:  Well, in a couple of weeks he gave me a call and he said, “Genie, this stuff works. It really works!” I’m going, “Good, because I’m staking my life on it.”
His first client that morning had been Steve and he used my principles. The first thing when Steve came in he said, “Steve, before we get into today’s work, I just want to know what’s going on. What’s going on at the plant? What’s happening for you?”
He found a need, a problem that Steve was facing and stop the interview and called the other advisor and got that all set up. Then he highlighted what he had done for Steve over ten years. Then he made a few suggestions. Steve took his suggestions.
As Steve is leaving, he walked him to the door, he turned around and he said, “Well, I really appreciate you taking those few moments when I first came in and calling that other advisor. I’m going to call him when I get back to the plant. Is there anything at all I could do for you?”
Lyle says, “Well, as a matter of fact, there is. Even though I’ve been very successful, I’m still looking for more clients.” He said, “I’m looking for somebody about 52, 53 years old, probably lives on the north side of town, kids are in college, may own a manufacturing plant, and I really like to deal with macho kind of guys. It’s the kind of guy who would drive a Jeep Grand Cherokee, he’s probably a hunter and he’s got a golden retriever in the backseat.”
The guy came up with three referrals right then, and this was a guy using all the training his firm had given him for ten years and never came up with anyone. When Lyle walked him to the elevator and we he got on held out the door and said, “Listen, Lyle, as soon as we get you those three, I’ll take you to my trade association. There are 28 more guys over there. They all have more assets than I do and I’ll help you get those as well.” 31 referrals.
http://youtu.be/Y7pp3NlSp9Y

Genie Fuller on The Business Spotlight P3 Q&A3 Skeliton Key for referrals – YouTube

Genie Fuller on The Business Spotlight P3 Q&A3 Skeliton Key for referrals – YouTube.

http://www.7NetworkingMistakes.com  Genie Fuller is guest on The Business Spotlight hosted by Patrick Dougher
Transcript:
Patrick:  You’re giving them the keys to the kingdom. In fact, I’ve described it earlier when we were talking about this. This is kind of a skeleton key — a master key — that unlocks this endless flood of referrals that with the right people. I remember we’re talking about some research you did on valuable a referral is versus a cold call.
Genie:  I was talking with one of my clients and he said that he had taken a list of all of his clients and that he put a list over here of the ones he enjoyed working with and here were the ones he didn’t like working with. Everything was just about the same.
Then he realized that all the ones he enjoyed came from a referral, a real live endorsement, recommendation. And the ones over here that he didn’t like all came from cold prospecting. Isn’t that amazing? They come in with a trust level.
Patrick:  That’s such a key. You just hit it. You said one came in with the endorsement and the trust factor of “My good friend, Bob, recommended you. If he says you’re one of the good guys, then you must be one of the good guys because he says there’s only a few of them left.”
In your training, you’re actually giving them those keys. Aren’t you?
Genie:  I am.
Patrick:  When they’re coming in, they’re finding the ways to really attract the right people to them. Do you want to speak at conventions? The size of the corporation that you typically like to work for is how many sales people normally?
http://youtu.be/9E3lGEt0XZk

Genie Fuller on The Business Spotlight training for sales organizations – YouTube

Genie Fuller on The Business Spotlight P3 Q&A4 training for sales organizations – YouTube.

http://www.7NetworkingMistakes.com  Genie Fuller is guest on The Business Spotlight TV show hosted by Patrick Dougher.
Transcript:
Patrick:  When they’re coming in, they’re finding the ways to really attract the right people to them. Do you want to speak at conventions? The size of the corporation that you typically like to work for is how many sales people normally?
Genie:  I like to work with big national ones, but where I really shine I believe is in their branch offices with about 50 people.
Patrick:  So 50 at a time, but typically a branch office might have 2,000 or 3,000 sales reps around the country. But you would be able to mentor each of the mid-level management.
Genie:  I’ve learned over the years that I just don’t go in and do a seminar. I can’t change behavior. We’ll do the workshop, but it’s got to follow up with implementation. I give them some things they can do in-house and then I come back and do another program to keep the implementation going. I like at least a 90-day commitment. Most of them are about six months.
Patrick:  I wouldn’t doubt that because I’ve seen that model over and over in the past. Somebody comes in and they say, “Here’s a training,” and they throw it out there to the group. Only about 15% of what they say actually shows up is implemented.
What that means is, by doing the follow up, you’re able to internalize a big portion of what somebody is as hired or essentially purchased in the way of training. They’ve purchased that training from you, now they’re finally getting it in their people.
http://youtu.be/DTGQJKgO9yo

Genie Fuller on The Business Spotlight Who is your ideal client – YouTube

Genie Fuller on The Business Spotlight P3 Who is your ideal client – YouTube.

http://www.7NetworkingMistakes.com   Genie Fuller is guest on The Business Spotlight hosted by Patrick Dougher.
Transcript:
Patrick:  Welcome back to the Business Spotlight. I’m Patrick Dougher. My guest today is Genie Fuller. Genie is a master at helping you, if you’re a business owner, understand how to attract an endless stream of referrals. I don’t know about you, but if you had your friends selling for you to their friends, does anybody go, “Oh my God, that’s the perfect answer to a business solution?” Yeah. Genie, thank you.
Genie:  You’re welcome.
Patrick:  You speak to a lot of groups and you are trying to get the message out — look, guys, you don’t have to do it the old fashion way. You also need to realize a personal element because technology is fun and there’s a lot of what I call Gen-Xers or Millennials — and if you’re in that group you know your name. Anybody that’s 45 and below is Gen-X to 35, and below 30ish are the Millenials. The thing is everybody needs the personal touch and the personal introduction. Who are you trying to reach and how would we identify that person for you?
Genie:  Most people like to say the whole world, but being very specific targeting, I’ve traditionally worked a lot with financial advisors and financial planners. I really enjoy meeting the branch manager or the regional person. I have video training now that they can use in their meetings and then I go periodically to help with the implementation.
I also trained in law firms and accounting firms. They have to do referrals. Our method is very low key schmooze. Sometimes they ask me what I do. I’d say, “I can help you schmooze your way to business.”
That works really well with me and I like to preferably see the managing partner who wants to increase business. Actually, a managing partner after I did an accounting firm said, “After you’ve been here, marketing doesn’t look like marketing anymore. It’s part of the way we do business.”
Patrick:  That’s exactly right.
Genie:  That’s the key.
Patrick:  A good friend of mine always uses the phrase “Everything is marketing and marketing is everything.” If you can get people to raise their hand and say, “Tell me more,” that’s 90% of the battle. What you’re doing is you’re training your people to introduce each other to their best.
Genie:  That’s right.
Patrick:  You’re giving them the keys to the kingdom. In fact, I’ve described it earlier when we were talking about this. This is kind of a skeleton key — a master key — that unlocks this endless flood of referrals that with the right people. I remember we’re talking about some research you did on valuable a referral is versus a cold call.
Genie:  I was talking with one of my clients and he said that he had taken a list of all of his clients and that he put a list over here of the ones he enjoyed working with and here were the ones he didn’t like working with. Everything was just about the same.
Then he realized that all the ones he enjoyed came from a referral, a real live endorsement, recommendation. And the ones over here that he didn’t like all came from cold prospecting. Isn’t that amazing? They come in with a trust level.
Patrick:  That’s such a key. You just hit it. You said one came in with the endorsement and the trust factor of “My good friend, Bob, recommended you. If he says you’re one of the good guys, then you must be one of the good guys because he says there’s only a few of them left.”
In your training, you’re actually giving them those keys. Aren’t you?
Genie:  I am.
http://youtu.be/G2ofq0yd7Eg

Genie Fuller on The Business Spotlight Lucrative Referrals – YouTube

Genie Fuller on The Business Spotlight P4 Q&A1 Lucrative Referrals – YouTube.

http://www.7NetworkingMistakes.com  Genie Fuller is a guest on The Business Spotlight hosted by Patrick Dougher.
Transcript:

Patrick:  Genie, thank you so much. I want to get into how people can connect to you. Where do you want them to go?
Genie:  I would love for them to come to my new website where I’m giving away a free e-book. The title of the e-book is “How to Sidestep the 7 Costly Networking Mistakes and Attract Lucrative Prospects.” That website is www.7NetworkingMistakes.com.
Patrick:  Very good. It’s on the screen, so they can read it there. They’ve got your phone number. Your phone number is the 713 number?
Genie:  (713)702-6331.
Patrick:  They’re going to get the e-book. That will get them started. That will also give you the opportunity to touch base with them afterwards. It’s a great book. When I looked at that I sit there and all I could see was “lucrative.”
Genie:  That’s a good word.
Patrick:  Lucrative referrals — I’ll connect those two in my mind. It’s just about lucrative referrals. But it is, isn’t it?
Genie:  Yes. It’s establishing influence in order to increase affluence.
Patrick:  I’ve heard that before. I don’t know where.
Genie:  I think we talked about that before.
Patrick:  We did talk about that before. But it is. You increase influence. You’ll increase affluence. It’s a byproduct, isn’t it?
http://youtu.be/cSPcJjsj9H8

Genie Fuller on The Business Spotlight Referral systems – YouTube

Genie Fuller on The Business Spotlight P4 Q&A2 Refrral systems – YouTube.

http://www.7NetworkingMistakes.com  Genie Fuller is guest on The Business Spotlight hosted by Patrick Dougher.

Transcript:

Patrick:  We did talk about that before. But it is. You increase influence. You’ll increase affluence. It’s a byproduct, isn’t it?
Genie:  It is.
Patrick:  When people begin to get engaged with you, what are the pieces to that puzzle that you want to make sure that they get? They get your training, they get the book. What else do you want to give them?
Genie:  I didn’t mention that I wrote a book several years ago and it’s called “Winning the Referral Game.” Recently when I ran out of books, I reread it thinking I would have to rewrite it to have it printed again and I liked it so much.
Patrick:  It was still good.
Genie:  I think that’s amazing when it’s been a few years. “Winning the Referral Game” I have available. I’m putting little video modules that people can sign up for and have a subscription so they can use maybe one a week — 37 minutes a week — and do a little lesson and go along. If they order the e-book, then we’ll lead them to the video. I am also putting videos for a branch manager in a company to train new people so that they’ve got a short, little video and materials of what to talk about before the video, worksheets and all of that.

Contact Genie Fuller at 713-702-6331

 

Genie Fuller on The Business Spotlight Training that Sticks – YouTube

Genie Fuller on The Business Spotlight P4 Q&A3 Imarting traing – YouTube.

http://www.7NetworkingMistakes.com  Genie Fuller is a guest on The Business Spotlight TV show hosted by Patrick Dougher.
Transcription:

Patrick:  The one key that you’re doing that is so important, Genie, is that you’re imparting the information. You’re not just dispensing information.
Genie:  My distinction over the years has probably been my biggest goal was to help them get it emotionally, because if they’ve got it — and I don’t know how better to say that — then they implement. If they just understand it, it goes right through.
I had one branch manager who want me to do a 20-minute sales meeting and that was it. I said, “If the goal is to change behavior, forget it.” I think I can do a pretty good job but I can’t do that.
Patrick:  But isn’t that like somebody given one vitamin. “Here’s one a day, but you’re going to take one. Period.”
Genie:  One what for something.
Patrick:  Hello. It’s got to be something that is line upon line. You’re instilling this stuff in the people. What’s cool is that you’re doing it to the leaders first.
Genie:  Yes. The other thing that I am just rolling out is I want to help all the network groups that are out there and they’re trying so hard. So I’m preparing video lessons for the leaders in how to run the network group and what makes it successful, and then a series teaching six different skill sets to the members. They can buy the package and get their network group off and maybe they can give me a little challenge on this 230 million in sales.

Call Genie Fuller at 713-702-6331

Genie Fuller on The Business Spotlight Endless Referrals – YouTube

Genie Fuller on The Business Spotlight P4 Q&A4 endless referrals – YouTube.

http://www.7NetworkingMistakes.com  Genie Fuller Has a system for creating lucrative referrals that she talks about here on The Business Spotlight TV.  Host Patrick Dougher asks her how her system is set up and how it works.

Genie Fuller, after a successful career as a Certified Financial Planner, launched CEO Network Partners to give professional business services a productive networking venue. Under her direction, members of CEO Network Partners’ Houston and Dallas groups have collectively generated more than $230,000,000 in business over the last 24 years.

To assure networking success, Genie developed a methodology for professionals to acquire profitable new business through referrals. She has trained professionals in a number of investment firms, financial planning boutiques, banks, law firms and accounting firms. Her Winning Referrals training teaches a low-key, productive process to acquire lucrative prospects through referrals.

Transcript:

Patrick:  I think that would be awesome. I know that when I look at what you’ve created in Dallas and Houston, and then nationwide, is a really a great piece of training. If you’re not strategic, which you started off with, we picked who we wanted to target.
Genie:  Absolutely.
Patrick:  Then you tend to troll,  is what it’s called. Right?
Genie:  Right.
Patrick:  Let me just review. The four principles again?
Genie:  Rule of 250, rule of specific targeting, rule of equal exchange, and the rule of emotional impact.
Patrick:  And they can get your e-book at?
Genie:  www.7NetworkingMistakes.com. We’ll teach them how to sidestep those networking mistakes.
Patrick:  And really turn on the faucet.
Genie:  One other little thing is for networking is just a sequence. I think they have to establish intrigue rather than explain what they do. Once the person is intrigued and says, “Tell me more,” then they intensify their value. Now they’re getting more into the explanation, hopefully a story, and then finally the person ends up inspired to meet with them.
Patrick:  That is awesome. I will tell you, that is a great tool, Genie. I know that anybody watching this is going to gain a great deal of real understanding on how to create an endless supply of referrals. The Business Spotlight is really about giving business owners the opportunity to tell their story, to let their audience — their prospects — see who they are to know what they can do for them.
Genie, thank you again.
Genie:  Thank you.
call her at 713-702-6331

Bob Bare on The Business Spotlight Q&A Building a Great team – YouTube

Bob Bare on The Business Spotlight Q&A Building a Great team – YouTube.

http://bobbare.com/
Patrick:  The businesses that you’re doing right now. Briefly tell me what they basically do.
Bob:  I have some audiology clinics in Texas. We send teams out to long term care facilities and we help people hear better. That’s basically now a business that is absentee ownership. I drop by and say hi and visit the people every couple of months.
Patrick:  You don’t mind cashing the checks though.
Bob:  No, I don’t mind that.
Patrick:  I know it’s a very successful business and you’re kind of downplaying. You’ve built a really cool thing.
Bob:  I have really built and gathered a great team. The people are great and that’s why it runs so well by itself. It’s a team of people who care about what they’re doing. They care about helping other people. They care about serving people. I can just let it go because they care so much about being effective and being good.
I eventually found someone who was great at administration and who was great at running the company for me. You’ve interviewed him. You know Odell. That’s what freed me up to go on to my next shiny object.
1431 Greenway Drive, Suite 610
Irving, TX  75038
888-556-7347

Bob Bare on The Business Spotlight Q&A Bobs Story – YouTube

Bob Bare on The Business Spotlight Q&A Bobs Story – YouTube.

http://bobbare.com/
Patrick:  I want to get into your story because you’ve been very successful in business. Then you became an author and now you’ve created a system to help others create massive success. How did you create this?
Bob:  I’ve always been an entrepreneur since I was a teenager. I guess I learned through failure. You learn through the school of hard knocks, and I’ve gone through all of the mistakes that you read about by people like Michael Gerber in “The E-Myth.” I’ve created businesses where the whole business was created around me and if I tried to go to lunch, I would get calls during lunch because it couldn’t operate with me gone.
Now I see people who are doing that with their business and it makes me feel for them. People start their businesses because they want freedom, at least in my case. I’m the creative type of person. I’m the guy who sees the shiny objects. I had a friend give me a card one time that said, “Stay focused. Let the shiny objects float on by.”
I see opportunities all the time. We have a potluck after church and one day I was sitting around a table with several guys. We were talking about business and I came up with a new business idea. My wife happened to be walking by and one of the guys said, “Hey, Jan. Bob just came up with a new idea for a business.” She just kind of rolled her eyes and kept walking and said, “Not another one.”
I had to learn the hard way what it takes, after you have that creative idea and after you create a business that really works, to get out of it. How to build a team that can make the business run smoothly like a watch so that you can look for your next idea and you can move on and do something else. What’s exciting to me are opportunities, seeing opportunities, creating something that answers a need in the marketplace. But once I’ve done it, once I’ve created it, I hate the administrative part.
I discovered, like a Realtor might say, that each of us has what I call our highest and best use. It’s important for people to find out what they’re passionate about and what they’re good at. If you’re listening to this — whether you’re in a job or whether you’re in your own business — and if you drag in to work every day not wanting to be there and reluctantly, you’re probably not in your highest and best use.
I tell people that your highest and best use is when you’re doing the thing that you would almost do for free. You would get up in the morning and want to go there whether you’re getting paid for it or not. I love to see people when they find that sweet spot that they’re excited about because then they’re so much more productive. Then they can help other people.
I’m 58 now and as I get, I’ll call it more mature, it’s more and more important to me to be doing something with my life that’s making an impact someplace. I want to leave a legacy behind. I feel like a lot of people do also. I’m long past the days where I just want to create a business and make a lot of money. No, I want to do something that has a positive effect, a positive impact on the world.
You can only do that when you’re doing something that you’re having fun with, that you’re enjoying. What I’ve discovered is what I really enjoy now is I love finding the sweet spot for other people. I love helping other people find what they’re best and highest use is, what they’re good at, what they’re an expert about, what their passion is, and then helping them create an impact in the world.
1431 Greenway Drive, Suite 610
Irving, TX  75038
888-556-7347