The “low hanging fruit” of your After Unit is what I call “orchestrated referrals” It’s when you deliberately do things and communicate in a way that makes these referrals happen on purpose. Rather than leaving everything up to chance, you “program” your prospects to think of you when certain trigger events occur.
There’s an almost endless list of things you can do to orchestrate your referrals, but they’re all based on two principles: Patterns and repetition. Sounds simple… but don’t let that fool you. Patterns and repetition are powerful “mind programming” tools.
Here’s what happened to me recently…
There’s a company called Empire Flooring. And what they do is same-day carpet and flooring installations. For the past 25 years, they’ve been pervasively running ads on TV, talking about their flooring and how they do same-day installations… on and on. And they always end these commercials with a jingle spelling out their phone number:
“Call 800-588-2300-Empire, today!”
Fast forward to today, no conscious thought ever given to Empire Flooring in my mind… Somebody in my real estate Facebook group posted, “Does anybody have a source for same-day flooring? I need flooring replaced today.” And BAM! “Call 800-588-2300-Empire, today!” almost against my will, this jingle starts running through my mind…”
Those 25 years of constant repetition embedded Empire’s phone number in my head for this very moment. I had no idea I knew that number by heart! It sneaked into my subconscious and stayed there for all this time…
Because…
I’ve been PROGRAMMED to respond to the trigger question, “Does anybody know a same-day flooring company?” You want to “program” your prospects to think of YOU whenever they’re conversing with somebody about something connected to your business. And that’s what orchestrated referrals are all about…
For more on patterns and repetition, head over to the podcast.
