Today I want to issue a challenge to you.

A challenge that has the power to transform your marketing… and ultimately your business.

The challenge is based on something called “The Endless Chain of Referrals.”

I first heard about it from Paul J. Meyer, a famously successful insurance company developer, who went on to create the Success Motivation Institute (SMI) who for decades have been a leading force in sales and success training and publishing.

Paul’s premise is that you never need to be without a good prospect as long as you have just one client, unless you are inept at trust.

In other words, every client should beget another.

I made this challenging concept THE foundational piece of my own business approach. In my own roofing business, I have over 95% of my business come in via referrals from insurance agents.

Tens of millions of dollars have been brought to me by insurance agent referrals—not just told about me—brought to me.

This reveals how effective I am at creating and managing trust.

When an insurance agent refers one of their clients to my roofing company, they know their client will be putting their trust in my company and that insurance agent is also risking their professional reputation.

And… if that client has an unsatisfactory experience, the insurance agent, who referred him, will hear about it. Endlessly.

This is a critical fact few marketers grasp. There is risk in referring. Even more risk in hand-delivering clients to you. Greater risk than there is in doing business with you.

The trust hurdle becomes increasingly more difficult as prospects ascend from buying from you to referring clients to you.

In other words, it’s easier for said insurance agent to trust you enough to make a purchase from you himself, but it takes a much greater level of trust in you for that insurance agent to risk his professional reputation and refer one of his precious clients to you through word of mouth.

My challenge to you, this weekend, is to look at your true statistics. How many “endless chains” do you have?

Building endless chains of referrals can transform your business. One of my coaching clients recently said that learning to get referrals from insurance agents is

Changing my business model and making door knocking and FaceBook ads a thing of the past.

Acquiring new business is one of the toughest challenges businesses face. Asking the question “Where can I find clients?” is the wrong question to ask.

The right question is “How can I construct a business model and marketing system so that clients seek me out, with trust in place in advance?”

Building chains of endless referrals brings you more, of what I call Perfect Prospects, and helps you save a ton of time and money by attracting only those prospects who have already been told you are the trusted expert.

You must have trust in place to do this.

If you do not have highly influential people bringing you Perfect Prospects and endless chains of referrals, you won’t like this, but you are failing.

There’s something wrong.

You are creating only enough trust to get customers, but you are NOT creating enough trust to get referrals.

Don’t kid yourself. Results are reality. If they are harsh reality, do something about them.

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If you’re ready to take a deep dive into the psychology of why you need referrals and learn how to get them at will…

Check out my Master-Class for Roofing Owners and Marketers HERE!