(The Referral Guy) Personality Traits to Select for in Referral Groups - Steve Sweeney

The Referral Guy
S5 Episode 5
Episode Title – Personality Traits to Select for in Referral Groups

Introduction
The personality traits of the members in your referral group can make or break the group. A group of slothful, unlikable business owners who have no integrity or understanding of social norms or desire to comply with them will fail within a month. 

Yet take that same group and give them high levels of coachability and enthusiasm and things may not be a complete disaster because change is possible.

Who people are matters because they will continue to be those people in your referral group. So when selecting the people to join your group, look beyond their business networks, skillset and demand for their services. Look to the human that represents their business. After all, it’s that human who is referred, not the business.

Show Objectives

In this episode of The Referral Guy, you’ll learn – 

• The ten most valuable personality traits you want your referral group’s members to naturally display.
• How to identify if a person has each of these traits.

Select for these traits when approving members into your group and notice the difference it makes to everyone’s outcomes.

What You Need to Know
Below is a list of 8 of the 10 most powerful characteristics Referral Team members need to possess and how to identify their presence. Even if your team members only possess half of them, you’ll all vastly improve your results.

To access the remaining 2, contact me at info@referralacademy.com.au

Helpfulness & Coachability

Helpfulness – 

• Do they readily help others or avoid this?
• Do they pass referrals or make introductions?
• Are they busy?

Coachability – 

• Do they attend training/have a coach?
• Do they give training/coach or mentor others?
• Do they attempt to put new learning into practice?

Integrity & Dependability

Integrity – 

• Do they do what they say they’re going to do?
• Do they follow up referrals?
• Do they look you in the eye when making claims about themselves or their business?

Dependability – 

• Are they punctual?
• Do they show up ready to do business?
• Do they leave their personal troubles at home?

Professional Competence & Personal Confidence

Professional Competence – 

• Do they attract referrals?
• Do they attract testimonials?
• Is their marketing up to scratch?

Personal Confidence – 

• Are they personally confident in who they are?
• Do they seek clients who are a good match for them or will they take anyone?
• Are they always talking about themselves or interested in others?

Likable & Hardworking 

Likable – 

• Are they likable?
• Do they have a positive mindset?
• Are they enthusiastic about what they do?

Hardworking – 

• Are they busy going nowhere or busy getting somewhere?
• Are they out there networking and meeting new people?
• How busy does their diary look?

To get the final two favourable characteristics for referral team members, contact me on info@referralacademy.com.au

What You Need to Do
This episode is not about DISC profiling. It’s about the micro-elements that make up a person who is more likely to be a productive member of a referral group. Letting too many of the wrong types in your group will damage its culture. Consequently, knowing what to filter out and select for will help protect the interests of the members.

Contact Steve at info@referralacademy.com.au for further information. Specific training for Selection Committees is available on this topic.

Previous Show
Season 5 Show 4 – The Value of Accountability in Referral Groups
Believe it or not, accountability in referral groups is the glue that makes all other aspects bond together. For accountability to be part of your referral group, you’ll first need to set the group goals and member standards which need to be attained. Then you need to ascertain the consequences for non-compliance with the standards and finally who is responsible for administering those consequences.

Listen to the podcast to bring yourself up to speed then make contact to flesh out the missing pieces.

Next Show
Season 5 Show 6 – Retention… You Gotta get this Right in Referral Groups
In this show, we’ll talk about the tips and tricks that can help to boost retention in your referral group. Effectively, retention data is like a heart monitor for your group so it’s vital you’re across all the factors that relate to it.

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

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