Leadership – It Matters - Steve Sweeney

The Referral Guy
S5 Episode 3

​Episode Title – Leadership – It Matters

Introduction
Leadership in referral groups is critical to their success and this means a lot is riding on the President’s ability to engage and lead the group.

Unfortunately, like everyone else in a referral group, members join to attract referrals not to become President or take on any other leadership role.

This means the key positions are almost always held by people who are reluctant to be there.

Show Objectives
This show outlines how Presidents in particular can navigate the tricky situations they all too often find themselves in while keeping their businesses afloat.
You will learn – 

• How to get members eating out of the palm of your hand from the start.
• The differences required to manage volunteers versus employees.
• How to lead poorly performing groups.
• How to employ External Management so Internal Leadership is simple and effective.

What You Need to Know
At some stage in your referral group, it is highly likely you’ll be asked to take on a leadership position. Most are reluctant to take on these positions because they believe the time taken to carry out the duties effectively will detract from their ability to run their businesses and may even result in friction with their referral partners.

These are both well-founded concerns.

This show will take you through some hacks to help you better understand how to navigate your way.

Segment 1 – Get the New Members Onside Early

• Create the relationships that endure from the start
• Avoid cheesy initiation ceremonies that make everyone feel uncomfortable
• Learn the essential leadership qualities for referral groups
• When leading referral groups, nothing beats caring about your members
• The power of Introductions 

Segment 2 – Leading Volunteers

• How not to lead volunteers!
• How to lead volunteers – 
  • The power of asking nicely
  • Personal growth 
  • Getting a job done
  • Learn the techniques of running a successful Leadership Team Meeting

Segment 3 – Leading Poorly Performing Groups

• Get expert external help
• Don’t fall into the trap of believing you are the group’s savior 
• Develop and motivate your Leadership Team
• Stay personable
• Learn group dynamics and inspiring communication techniques
• Be prepared to lose some members – this must happen!
• Stay positive and focused

Segment 4 – External Management makes Internal Leadership Easy

• Employ external management to – 
  • Chart the members’ activity
  • Train all members
  • Mentor/coach struggling members
  • Hold perpetually under-performing members to account
  • Maintain the culture
  • Save the internal leaders’ time
• With the assistance of external management, internal leaders still – 
  • Set direction
  • Establish goals
  • Set standards
  • Create the culture

What You Need to Do
Leadership is a complex topic in all forums but none more than referral groups.

There are a hundred moving parts in these groups so seek expert help if you have any questions. As a leader, don’t succumb to overwhelm and wasting your time and energy while losing focus on your own business.

Contact Steve at info@referralacademy.com.au for further information.

Previous Show
Season 5 Show 2 – Assessing Your Group’s Cultural Status 
There are 5 cultural stages common to referral groups. Each of these is marked with its own communication patterns and other ways to identify. Understanding which of these your group is in will help members to formulate a plan to move it forward. As a potential member, it will also help you determine if this group is right for you.

Next Show
Season 5 Show 4 – The Value of Accountability in Referral Groups
Accountability is a complex issue that requires much consideration in referral groups.

In this week’s show, I’ll be interviewing an Accountability Mentor, Roxanne Caukill, to learn how she views the subject and how she uses her brand of accountability to help her clients.

Your Host and Resource

Hey, I’m Steve Sweeney… The Referral Guy.

Being a Specialist Referral Marketing Trainer provides me with wonderful opportunities to help business owners attract more business by referral. This is one of the most cost-effective methods of marketing as it relies 100% on the quality of relationships you have with people in your network. Once trained, your skills last a lifetime and continue to pay dividends.

The Australian Referral Training Academy (ARTA) exists to teach business owners and sales professionals the art and science of attracting referrals and helps them build their own Strategic Referral Teams (SRT)

Shoot me an email if you’d like to learn more info@referralacademy.com.au

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