Live referral field report

Okay, it's Dean Jackson. I'm here in Phoenix. This is day two of Genius Network. And this is an interesting episode that I'm going to do here, because at one of the breaks yesterday, I had had a conversation with Michael Bernoff.

Michael's here with me. How's it going? And he was asking, we were talking about referrals. And so that inspired me to walk outside at one of the breaks, and I walked around the building and I recorded the.

The episode that you heard yesterday of the psychology of referrals. Now, and I want to talk about something that happened at lunch today, because it involved Michael Bernoff, which was very kind of serendipitous that this happened. He didn't. He hasn't listened to the episode that I recorded specifically for him yesterday.

But here's what happened at lunch. And I want to kind of break it down with Michael that somebody, you know, yesterday I mentioned in the podcast that all referrals happen as a result of conversation, right? And that when the conversations happen, three things have to take place. They have to notice that the conversation's about whatever it is you do.

They have to think about you, and they have to introduce you to the person that they had the conversation with. Now here's what happened at lunch. I'm sitting at a table and Michael was standing up. One of the guys at my table was asking Michael, because he's local, where do you recommend?

Is there any great restaurants on here? And Michael asking, well, what do you like? What kind of food do you like? How, How?

And do you like sushi? He asked, and the guy said, yes, I love sushi. And he said, I'll take care of everything. And he pulls out his cell phone and he starts tapping away and starts sending up to them.

Can you make a reservation for eight people for seven o' clock and give them the double royal treatment? And now this is exactly the way that referrals happen. Now imagine, you know, tell me about this restaurant that you. That you were recommending.

Yeah, he mentioned he likes sushi. And then immediately my brain triggered. I have certain things that I recommend to certain people because I know they're going to get a great experience. So it is.

We travel all over the world, and literally there's three restaurants that we like, and we keep on going to the same three, even if we go out of town, we find a version of this restaurant, of this. This group in town. So phenomenal sushi, phenomenal service. No matter when we walk in, it's great.

So just got on with the GM and I just sent a message and set it up. Now, here's part of the thing, right. Of how many sushi restaurants do you think there are in Phoenix in the middle of the desert here? I would say probably a thousand.

Yeah. And even that, Right. Like, there's. Yeah.

Where do you get the fresh catch river. Right. Or the Pacific out of the Phoenix River? And.

But your. That restaurant had that position in your mind that as soon as sushi was the conversation, you immediately thought of. What's the name of the restaurant? Sushi Roku.

Sushi Roku. We're promoting them right now. Ask for Guillermo when you get there. This is the place.

And tell them Michael said, you double royal treatment. I don't even know what that is. But here's the thing. Red carpet now.

Yeah. That the gm, you've got a relationship with them, right. You know them, you like them, you trust them. This is the crazy thing that happened.

So my buddy Kaya introduced me to the place. And Kaya is a Turkish guy. He likes to eat. Like I do, like, eat three dinners.

So we go there and have three dinners, basically in one dinner. And our wives crack up and think it's hilarious. And we met two GMs ago, came over and said, hey, you know, you know Kaya, you know, if you ever need anything, just send me a message. And they literally set it up, making it that easy, saying, if you like this, let me know.

They made it easy. So they spent time with us, they came by and they literally cared. When they came by the table, they felt like they were family. So then when that GM left and he got upgraded to Chicago to another Daniel, he called me and he goes, hey, Michael, I know you haven't been in in about a week or so because we eat there all the time.

He goes, I want you to. Everything okay? Everything okay. Guillermo took over.

So if you need anything now, Guillermo is your guy. Okay. So now, like, it's Guillermo is my guy. Right.

And you have him on speed dial. Yeah, speed dial. You got him on your. On your phone.

And now here's the thing that is amazing about this, is that you just demonstrated exactly what we want your clients to do, that you want your clients and everybody listening here. You want your clients to feel like they've got an inside track on your business. Now you feel like. You feel like an important guy.

And I tell people, here's the thing. The reason that people refer is because, you know, we had a guy here today talking about mitochondria, that our genetic, like, programming is to refer things. And what happens actually is that when you are doing that for. What's the name of the guy that we were outside?

Yeah, there were two gentlemen. I actually referred it to two people. Looks like as we're doing this podcast, another group wants to go as well. So when I was talking with.

I think I believe it was Regan outside. Okay, Regan. So this. The idea is right now that when you do that for Regan.

Yep. You are. That raises your status. Yes.

In the herd that you are now. And this goes all the way back to when we were tribal, and it was important that we demonstrate our value to the tribe that you are. You're. Because if you ever have to call the herd, you don't want to be the least valuable person.

So we're wired to continually add value. That's how a society works. Is that the value of being in the tribe like that is because the collective. I got your back.

You got my back. Right. That if I melt, if I mount gathering and I find a big patch of blueberries over here, and I'm on the way back to camp and I see you coming, and I tell you, hey, Michael, over that hill, there's a patch of blueberries there. That's adding value to you because you're going out looking for stuff.

And now I've elevated my status. So you feel like you need to balance that out. So you say to me, well, watch out behind that big rock over there, because I saw a lion on the way over here, and. And now we're even.

You've added value to me, and I've added value to you. Right. And that's the way that it works all the time. But we want to recommend things.

We're constantly on the lookout for things. But what would be the most important thing that could come from this is that any of you. That your clients feel like they're an insider with your business, and whenever a conversation comes up about anything, that would be a good opportunity for them to refer somebody to you. We want to think about how can you make them feel confident that if anybody wants to be.

If anybody wants to experience what you do, then you just text me and you tell me who it is, and I'll give them the double royal treatment. Now you feel like an insider in a big wig. You feel like you got your guy. Like, I'm from Jersey.

It's like, I got my guy. So you want this guy, they'll take care of you. Now, how can we program your clients to feel like you're their guy? Yes.

And that whenever those conversations come up, this is what, you know, I say that the, you know, I mentioned all referrals happen as a result of conversation. And so what we want to do is we want to imagine, well, what are the conversations that are going to be valuable that your clients are going to be in. And the exercise that I have people do, I say, imagine if we could plant a chip in all your clients ears and monitor every conversation that they're in on. And when they hear certain trigger words, you're alerted and this alarm goes off.

And there's a referral opportunity in sector four here and you can listen in on the conversation and whisper in their ear what to say to turn it into a referral. How would you program the chip that's listening in on those conversations? What would be the trigger words or the conversation when somebody says blank, do this. Yes.

Because if you're right now, all somebody had to say was, what do you have a restaurant? Well, what do you like? Sushi. I got it.

Sushi is programmed in that. That's the number one position there. I had something that was amazing and startling at the same time. About a year ago I had a real estate group and in the forum somebody had posted a message and said, does anybody know where I can get carpet replaced today?

Because we have a closing tomorrow when they get Jerry. I'm just telling you. So I'm think I noticed it happening because without my brain even thinking about it, my brain immediately started singing 800-5882-300 Empire. And I realized right then that that message had been smuggled into my brain against my permission.

It had been living there for 20 years rent free, waiting for the opportunity to be triggered by somebody saying, does anybody know where I get same day cop, same day carpet 800, five eight. So the biggest, the biggest disconnect when you say the word conversation. I think the initial thing people think is like one on one, like you and I now. But conversation is your emails, your videos, your marketing.

So you're at an event one day build into you. Like one of the things we used to say years ago at our table. I'd say, if you come near my product table and you ask, what should I buy? The answer is everything.

So you can't make a decision. You got to buy everything. I built that in. So literally people would walk up and they would never ask the question, what should I buy?

They would just buy everything because I put it inside of their head. So if we start in our marketing. I love what you said yesterday too. You Added this one little tidbit that you said you can't control timing, but you could say when you're ready.

Yes. So if we could start putting out there to our people. Hey, I want to let you know that it's taking it a step further. I'm just going to add this little thing I've been saying for years, this has been step one, but I missed step two.

I've been saying to people for years that everybody needs somebody in their life that they can grow with. So I'm not going to be with you all the time. Let's get one of your friends or family involved. We need to start teaching them what those trigger words are.

So whenever anybody says, I'm looking to get ahead in my business, I'm looking to lose weight, you need to let them know how to get a hold of us. And here's how. So we need to actually combine. Here's part of the thing, is that your.

Where we go. The next level of that is that when they hear them saying that we. Not even that we're equipping them to sell people to you. We want to have them contact you so that they can get something to give to them, which makes they're gonna be the star.

They get to be the star. You didn't say, well, you should try Sushiroku. You should go there at the one in Scottsdale, look it up, you know, and then call them. You.

You took care of it all because now you get the. You get the double squirts of dopamine because you're feeling connection. The gm, Guillermo, he's getting. You're just going to be so appreciative.

Yeah. And then. And I know that Regan is very appreciative. Everybody.

You get these, the double dopamine. Yeah. Everybody wins. So how.

When you think about that, now what. When you think about what are the high probability conversations that your clients are going to be in and what are the tools that you could do? I said on the podcast yesterday that, for instance, with the realtors who use a. Every month we send a postcard, and on the back of the postcard there's what looks like a post it note.

And we use programming language. We say, just a quick note in case you hear someone talking about buying their first home this month. January is New Year's resolutions. The biggest resolution people often make is that they're going to buy a house this year.

So if you hear someone talking about buying a house, coming up with the trick, give me a call or text me and I'll get you a copy of our six steps to homeownership book to give them. So it's literally they get to be the hero. Right. Now next month we'll say something different.

And in March we'll say. Because it's the spring, market will say. Just a quick note in case you hear someone talking about selling their house this spring. So you're giving them permission, you're telling them how to do it, you're training them like a salesperson.

Yes. So not everybody's going to have the innate sales skills and not everyone's going to have the innate. They don't need to be a maven. They don't have to have all the info.

I want to say that we're not training them to be a salesman. We're training them to be a giver. Right. That they want.

They. If somebody. If you knew that somebody, you know, somebody had a book that you know some. How many authors do we have here in Jesus Network that we know?

Right. So if somebody is talking about. What is my book? Studying fratics.

Okay. So the miracle morning for addiction recovery. So listen, we know how. And if somebody.

If you're in a conversation, somebody's talking about addiction, you know that you could call up, get this book, and then the next time you see them, you've got this book to give to them because they're concerned about their person. We can even tell them, pick up an extra copy because your odds are you're going to come across somebody, you can hand it to them. Absolutely. But that doesn't give you the benefit that you know.

Exactly. Here's your special link if you know somebody. Awesome. So that was a fun 15 minute break.

1409. 1409. Recorded a podcast. What did everybody else do?

I don't know. Look at us. We recorded a podcast because we are selfless. Thinking about you, dear listener, that we gave up our break to record this for you.

And if you know anybody who really wants to grow their business, you should definitely share this with them because this will help in a big way. See how that goes. There we go. Fosse out.

Thanks, Michael. That was awesome.