Great idea from Brian

One of our subscribers, Brian, e-mailed me this tip: I just thought you might like a story with regard to pre-judging a prospect. Two of my colleagues were recently made redundant, so I sent them recruiting videos and said that I would call later to see what they thought. Both said, "No." They were looking for proper jobs, but a daughter of one was looking over her father's shoulder and asked, "Why can't I do it, Dad?" My reply was, "You can." And now she is off to a flying start, having retailed more in her first month than I did when I started. We all make too many assumptions on whom to approach. The simple answer is to approach everyone you can think of. I also sent the recruiting video to a colleague who, like me, wasn't let go. He joined and is starting a group in Scotland.

What is the key to getting referrals?

The most important part of getting referrals is letting your customer or prospect know what you're going to do to their friends. Assure the person giving the referrals that you will be giving a short, no-pressure presentation - and then allowing the referral to make a decision based upon what's best for him.