Category: Common Traits of Referral Teams

by Steven Zyskowski

This week, none of the referral teams I’m blessed to facilitate in Brighton,  Ann Arbor or Canton will have referral team meetings.  We are on break.

Why do we take as many breaks as we do?  Let me explain …

• I schedule 33 weeks of meetings every year.  Taking breaks gives the Members and the Facilitators of the teams a chance to catch their breath. Taking a break allows us to take a step back from the team for a week and then step back into the team dynamic feeling more focused and relaxed.
• Prevents burnout. I don’t care how great something is … we can get burned out on anything.  Think about your favorite food.  Even that food will start tasting less desirable if you eat too much of it.  Same thing applies with referral teams.
• Absence makes the heart grow fonder. It is music to my ears when a Member tells me they actually missed the team during their week off.  It shows the Members have bonded with each other and that CaerusNet is important when it comes to providing much needed positive motivation in the lives of busy professionals.

With that being said, the teams I run will be returning next week feeling ready to network.  The 2nd quarter of every  year is one of the busiest networking times to take advantage of.  That means it’s also a great time for new Members to join.

The facilitators and I look forward to continuing to be your preferred partners in the local referral team business.  Stay connected!

This post is for Caerusnet Members.  Not for all of them, but for some of them.  It’s for the Members who haven’t yet been able to regularly work referrals into their routine.  Remember, people have choices for who they can make referrals to.  The Members who get referrals are the ones who typically are great a creating referrals, too.  People will mostly only give referrals to those they know, like and trust.  There’s no greater reason to get others to like you than by providing true, meaningful referrals.  So if you’re not getting … it’s likely because you haven’t yet made yourself referral worthy to the team. What’s the last great warm referral you created that resulted in a sale?  Coming up blank?  Hopefully reading this article will help you create new opportunities for growth and profit!

1. Make Trust Builder Meetings (TBM’s) a regular part of your Caerusnet experience.  It’s amazing to me that people expect referrals, but aren’t regularly scheduling Trust Builder meetings with the other Members of their team.  How else will the other Members get truly comfortable with you otherwise?  It is very important to leave your TBM’s with “To-Do’s”!   When you follow up to your TBM’s with actions (referral To-Do’s) you are showing other Members you are a great networker with follow through and they will likely want to do the same for you.

2. Make it a point to consistently start making easy business card introductions.  While it might feel awkward at first, it works!   These randomly selected soft card passing introductions work great when meeting with other professionals, prospects, clients and family. It will show others you like to promote and talk about positive business experiences and like to promote others (not just yourself). Example: “Before we start our meeting today, I wanted to give you the business card of a friend of mine who works at the Ford dealership, helping people buy cars.  I don’t know if you might have recently considered a new car in your future or not, but Tad does such a great job, I feel compelled to tell all of my favorite clients about him!”  (Be genuine!)

3.  Joint calls. Schedule a few hours for these personable and fun “customer service stops” with another Caerusnet Member. They introduce you to a few of their good clients one day and you return the favor the following day or week and introduce them to a few of your best clients.  A good pairing might be a payroll provider  along with the document imaging specialist on the team.  Think of Members with whom you can naturally pair up with and go out there and create new opportunities!

4. Use referral language BEFORE, DURING AND AFTER every client interaction. Always remind your customers that referrals are the greatest compliment they can pay. Remind them how important your work is and that you are eager to help anyone they would refer. Remind clients to use you as a resource … someone who also loves to make good referrals to other area professionals.

5. Utilize your Facilitator. Everyone wins when a team is growing and/or is full.  Facilitators are motivated to grow the group and help the group learn how to become referable to each other.  Enlist your Facilitator to help get in touch with those other professionals you’ve targeted to visit.  Some Facilitators will even cold call on business cards you give them (cards you found on display at local businesses).  Do you have someone in mind who’s promised to visit your team once or twice, but has never shown up to the meeting?  Sometimes a friendly phone introduction from your Facilitator is all it takes to help motivate this person to finally make it to a future meeting.  Remember, public speaking is a common fear many professionals have, so just getting them to calm down to the idea of talking in front of a group can help.  Share your prospective visitor contact information with the Facilitator and form a strategy for how they’ll be contacted.

Remember, the partnership between Members and Facilitators should be strong.  Need additional referral generating ideas?  Just ask your facilitator!  They’re there to help and be leveraged.  Together, we can Master The Art of Referring!

Several years ago, while filling his car up with gasoline at the local Speedway in Howell, MI, Caerusnet founder and facilitator, Steven Zyskowski took notice when a van pulled up right next to his gas pump advertising the services of a photographer.

Not one to shy away from turning strangers into friends, Zyskowski approached the person pumping gas into the van and said, “So, you’re a photographer?”  The highly awarded photographer, Christina Kafkakis, shyly confirmed and Zyskowski continued, “Here’s my business card.  I’m involved in a great business referral group in Brighton and we were just discussing our need to find a good photographer to pass all our referrals to. “

The funny thing about timing and karma, is that Christina actually was recently thinking to herself that she needed to get out there and network to grow her local business before this even happened.  A couple weeks later, Christina visited a Caerusnet team in Brighton and instantly joined.  Since then and years later, she’s been voted Team MVP twice!

How long have you been in your profession?
I started my photography business in 2009; in 2011, my focus became newborns and baby’s first year.

How did you get into this field?
Like many other small business owners, my lifetime hobby forayed into a business.  I have always loved photography; when I was young, I used to pretend to ‘develop’ photos in my own ‘darkroom’.  I never realized that the purchase of my first DSLR camera in 2006 would change my life.
What is the best thing about your business/career? 
The reason I started my business was to be able to create my own schedule.  Then, I was a mother to two boys; now, I have four children under the age of 9.  Owning my own business allows me to have schedule flexibility; and being a photographer is really the best job I have ever had.  There is no other job in this world that has this superpower; to freeze time.

What is it about the Caerusnet model that you like most?
As I mentioned, I’m a busy working mom, so I like that I don’t have to worry about facilitating the meetings!

Any tips on learning how to find situations where you can create a referral or invite a visitor?
In my line of work, I am always speaking with people, and I like to help solve their problems. That’s one of the reasons why I like being a part of Caerusnet.  My team is made up of professional business owners that I can speak with my clients about, without hesitation. 

Tips on how to be successful in Caerusnet?
There are several things that work for me, but I’ll share my top three.  My number one recommendation is to attend the meetings, because your team can’t refer to you if they don’t get to know you.  Number two is to keep your eyes and ears open when you’re going about your normal daily activities; I often find referrals for my team through simple conversations.  Number three is to give it time; this goes hand-in-hand with number one.  When you’ve built a relationship with your team members, referring is easy to do.

Christina Kafkakis is a Member of the Brighton Tuesday 8AM Caerusnet team.
Email: [email protected], (810) 522-8244.

Story by Ava Zyskowski, Facilitator Plymouth/Canton Thursday 1PM referral team.

by Steven Zyskowski

Last Thursday, the Plymouth/Canton 1PM team, which meets at the TCF Bank in Canton, had its first official meeting as new Caerusnet Members.  It was a huge success and they deserve it!

This lively group of professionals had met for months as a core group, starting out with just two or three core team Members.  Slowly and surely, over time, they added more like-minded professionals until they had 10+ Members.  Once they achieved this core goal of growing to 10 Members, the team had an orientation meeting where they learned how the regular meetings were going to run and then last week, they passed 30 referrals at their first, official team meeting!  Way to go, Plymouth/Canton!

The great thing about this team is that they’ve grown organically from within.  Virtually every Member was referred to the group by one of its core Members.  Rather than waiting for the world to find them, this team has been excellent at telling other professionals about the group and then urging them to visit.  The Members who’ve joined and are now getting referrals are very grateful someone was looking out for them and told them about Caerusnet.

Do you remember who told YOU about Caerusnet?  Are you taking the baton and paying it forward by sharing Caerusnet with others?  Referring other professionals to Caerusnet is an act of kindness that is deeply appreciated and remembered by the person you refer Caerusnet to.

In a closing note, the early results from the recent 2016 Caerusnet Member Survey have uncovered a very positive statistic.  Virtually 100% of all Caerusnet Members (past and present) surveyed so far have said “YES” they would recommend Caerusnet to others!

Please consider sharing this post on your social media accounts to help spread the word.  Caerusnet will always count on its Members to learn how develop a referral mindset and be advocates for the team they’re a part of.  It’s the only way we will continue to grow around here!

MEMBER HIGHLIGHT:
Caerusnet Member Doug Moffat
shares the concept of ‘REFERABILITY HABITS”

Thanks for that share! One last question Doug, and then I’ll let you get back to the important job of being the “defensive specialist”- please tell our readers how CaerusNet members have positively influenced you or your business besides passing referrals. I could probably write a few pages on this, but I will attempt to keep it brief. My estate plan is finally updated. Anytime I have an issue with my car, I call Dave, take it to Mazur and it gets taken care of. Our A/C at home was fixed 2 years ago for a fraction of what I thought. I would have had to replace it. Several of the members have supported my charitable interests – specifically the golf outing for my sister’s scholarship fund and the charity hockey game I play once a year against the Red Wings Alumni. I’ve enjoyed great fellowship over food and even the occasional beverage. Throughout the highs and lows of my business, I know I have a group of people who care about me, support me, and want to see me succeed. The value of CaerusNet could be summed up by the “Priceless” ending- like in one of those old MasterCard commercials!

Financial Representative, Doug Moffat Doug lives in Brighton with his wife Jennifer and their two daughters Audrey (14) and Josie (12). His office is in Ann Arbor, but his clients are located across Metro Detroit. [email protected]

Article written by Ava Zyskowski, CaerusNet Member & Facilitator

Whether you are looking for a fast lunch break or a new place to hold a Trust Builder in Ann Arbor, Pilar’s on Liberty Street is a quiet place to meet up, dine on seasonal tamales and learn about your fellow CaerusNet members. On a recent Tuesday afternoon, I had a chance to sit down with Certified Life Coach, Maria Sylvester, in between CaerusNet meetings. I thought I’d squeeze in a few questions regarding her practice, CaerusNet and how she feels about a major automotive company using her slogan, “be unstoppable!”

Maria, have you seen the latest ad from (insert major automotive company name here), where they have used your slogan about “being unstoppable”? Maria laughs, “No I haven’t! Well actually, my tag line is ‘helping people get unstuck, so they can be unstoppable and soar!”
After agreeing that imitation is the most sincere form of flattery, we move on to the real Member Highlight questions:
How long have you been in your profession? I have been a Certified Life Coach for eight years.

How did you get into this field?
I worked for 23 years as a psychotherapist in private practice. I realized that psychotherapy gifts clients with insight into their behavior. However, unless the client takes ACTION on that insight, transformation does not happen. I wanted to help clients transform their lives, so I shifted full time into a coaching career. Coaching is all about helping people take action!

What is the best thing about your business/career?
The best thing about my career is the powerful connections I make with people. I LOVE helping my clients figure out the HEART of what really matters to them in their lives, and then I help them live from that place. It is an absolute joy gifting clients the tools, strategies and practices that allow them to live vibrant, passionate and purposeful lives. The power to change really is fueled by the connection between coach and client, and the working relationship that develops.

As long as I have known you Maria, you have been a member of the Ann Arbor CaerusNet Facilitated Small Business Referral teams. What is it about the CaerusNet model that you like most?
There are two things I really appreciate about the CaerusNet model. The first thing I really value is the same thing that makes my coaching work so well- the idea that the power is in the relationships we form, and boy, do we ever form great relationships in CaerusNet! CaerusNet is leader-run, which is the second thing I really value about the groups. I believe that because it is leader-run, members are even more freed-up to concentrate on forming meaningful connections with each other. We never have to worry about any of the organizational aspects of the meetings, and instead, can focus solely on networking! With a leader-run group, there is great consistency across meetings; members do not have to adjust to new leader personalities or changes every few months. We come to the meetings knowing what to expect and from whom. With this as a blasting-off platform, a sense of general trust, security and good will flourishes among members, enhancing our working relationships with one another.

Could you share a success story that would highlight why giving referrals or inviting visitors is beneficial to you and your life coaching practice?
Giving referrals and bringing visitors are things I take great pleasure in because I love connecting people with each other. That point is evidenced by my choice of a coaching profession, in which I value the art of helping people further their lives. Giving referrals and inviting guests to meetings just keeps that positive energy and momentum rolling and this, in turn, can only help to benefit the whole (team)! For instance, each new member added to the group benefits us all. Referral possibilities to and from each new member (and their circle of influence), jump us all tenfold!

Maria, do you have any tips on how to be successful in CaerusNet?
My main tip for success in CaerusNet is to come regularly to the meetings and to come with a spirit of openness and readiness to help and serve others. One of my favorite quotes exemplifies this idea beautifully, “We magnetize into our lives, that which we hold in thought.” – Unknown Author.

So true! One last question for you Maria, and then you and I can head back to our CaerusNet 1pm Showcase team: could you share how CaerusNet members have positively influenced you, or your Life Coaching practice besides passing referrals?
Sure! I have a wonderful story of how my CaerusNet connections profoundly influenced my life. Several years ago, I visited a Verizon store that a CaerusNet member managed, in order to support his business. I was quite distraught after having dropped my cell phone in water. While at Verizon, I was helped by a wonderful man who is now my husband! Then, the CaerusNet magic continued on to yet another event- my husband recently purchased a business with the help of another CaerusNet member, Wendell Brandt. Wendell facilitates business mergers and acquisitions with his company, Market Point Advisors. Both of these examples are my personal testimony to the power of referral and relationship networking a la’ CaerusNet!

Maria Sylvester, Certified Life Coach, sees clients in Ann Arbor, “helping people get un-stuck so they can be unstoppable”.
Life Empowerment Coaching & Healing Arts Center is located on Stadium Drive. Check out her website at https://www.lifeempowermentcoaching.com or more information!

Article written by Ava Zyskowski, CaerusNet Member and Facilitator.

As of October, 2015, the Caerusnet teams I facilitate in Brighton and Ann Arbor, MI have eclipsed 27,000 referrals passed!  That’s a great accomplishment and it didn’t happen by accident.  We have great Members, a great system and we’re just getting started.  In today’s post, I thought I would share the most frequently asked questions I get about Caerusnet, so everyone’s on the same page.  Enjoy!

Q:           How long are the meetings?

CaerusNet meetings are no longer than 60 minutes. We recommend arriving at the meeting site a minimum of five minutes early so the Facilitator can properly welcome you and give you a fast debriefing before the meeting starts.

Q:           What types of professions are the best fit for a Caerusnet team?

Any small business that depends on local word of mouth referrals for their financial success is a good fit. Typically, businesses that work directly with the public or directly with other businesses are a good fit. Just 30 Members can belong to any one team, no matter their professions.  Only one business type per team (one website designer, one massage therapist, etc.).

Q:           How often are meetings and what if I miss a few?

Caerusnet recommends Facilitators schedule a minimum of 30 weeks of meetings per year. We recommend Members shoot for a minimum of 80% attendance (about 24 meetings per year), which should provide for a multitude of opportunities for the Members to get to know, like and trust each other.

Q:           How much does it cost and who do I pay?

Membership costs vary from team to team as the Facilitator (not Caerusnet) determines the prices to be charged.  Facilitators (not Caerusnet) bill the Members directly for the services of facilitating the referral team meeting.

Q:           What am I paying for?

That’s the question most Members ask when they belong to a Member-Ran group, because, not only are they asked to be a Member, they’re also often asked to be officers (president, membership committee, etc.) and take charge of the team’s success. At Caerusnet, Members are paying the Facilitator for the meeting facilitation services they provide to the team. These services include, but aren’t limited to: setting up and running the 1 hour meeting, delivering education to the team, site location, following up with visitors/prospects, tracking team metrics (spotlight schedule, referrals, attendance, etc) and stocking meeting materials (name badges, opportunity slips, business card portfolios, etc).  The facilitators typically also have a primary occupation (business coach, Realtor, etc.) and want to be thought of as your “partner in referrals”.

Q:           Can I invite other businesses to meetings?

Yes!  Some facilitators even offer incentives for doing so.  We encourage you to invite other professionals to your team meeting so they can experience the benefits of being part of a Facilitated referral team.

Q:           How do I find a meeting?

Click here for list of locations.

Q:           What if there are no Caerusnet team meetings taking place where you want to network?

No Caerusnet teams meeting in your local market?  If you’re a great networker yourself or you know of someone who is who may also want to Facilitate … click here to learn more about our Facilitator Licensing opportunity.

Q:           Can I belong to more than one Caerusnet team?

CaerusNet recommends you belong to as many teams as you can effectively manage.   Remember, each Facilitator is independent of each other and is the ultimate decider of Membership decisions for the team they facilitate.

by Steven Zyskowski

CREATING OPPORTUNITIES is what the name of the game is all about when it comes to referrals!

This short video demonstrates FOUR ways you can start creating opportunities now though the influential use of language.

Learn how to make referrals happen, create visitor leads, get visitors interested in visiting and how to add value to your important client relationships.

This may very well be one of the most important videos you ever watch about conversations that CREATE opportunities! Enjoy!