Answers; What are the character qualities of the individuals you want to select to be in your referral network.

1. Gary D. Seale
Annie Mac Mortgage

2. Your character quality will ultimately
determine who refers business to you in
the long term.
Proverbs 11:27 “He who seeks good, finds
goodwill, but evil comes to him who searches
for it.”

3. Influence: You must attract and lead other
leaders
A concept of quality and numbers
How many leads do you need each month to
achieve your goals?
Work backwards;…What is your close rate?

4. Networking: Who you know, what you know.
Are they in circulation?
Active in social media?
What impression are they/you leaving?

5. Resourcefulness: Are they adding value to
themselves and others?
Striving for constant improvement?
Creative?
Ask questions and learn from others

6. Character Driven: A person of integrity. Both
you and your referral partner.
Actions speak louder than words
Speaking the truth in love
Consistent – Other centered

7. Responsible: Do not leave you hanging?
Can they walk a mile in your shoes?
Do they follow through?
Do they have to be reminded?

8. Competent: Are they capable?
10,000 Touches to be an expert
Do they deliver excellence?

9. Are They Loyal?
Be realistic, not everyone is a great fit
Will they refer you, or the next passerby?
Trust must be earned…“Know, like and trust”

10. Are they Energetic?
Energy can cover mistakes
Energy is attractive and generates enthusiasm
Elements of tenacity, persistence and
decisiveness
What’s their bounce back look like?

11. Question?
How can you take these qualities and
systematically build a winning referral
network?