The
Piper
Referral Reluctance Manuscript
The Referral Reluctance manuscript was written by Gary Abram author of "Distance to the Green: A Caddy's Lessons in Life, Business and Golf". This is an easy to read tutorial explaining how Gary overcame his reluctance to capitalize on strong clients and local networks to earn referrals to build his business.
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Chapter 00
The title of this short book, “Be a pipe, not a bucket,” comes from an expression that my mentor, Robert D. O’Byrne taught me 20 years ago. Bob always told me that if I behaved like a bucket I would soon fill my bucket up and have no room for new opportunities and relationships...Download to continue reading
Chapter 01
In April of 1979 at nearly 27 years old, I endured my first cold call. Nothing can prepare one for the sheer terror of picking up the phone for the first time and asking the unsuspecting recipient to do us a favor...Download to continue reading
Chapter 02
At least 25 years ago, I ran across a long- forgotten title of management book with a truism that has stuck—action cures fears. Its value has been proven time after time. When you get stuck because of your fears, do something. Here’s a quick download on the organics of fear....Download to continue reading
Chapter 03
Referral reluctance manifests itself in different ways. Don’t despair if you see yourself in one or more of these, The Piper (process) will help you defeat the monster. Here are three common cases...Download to continue reading
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Chapter 04
So what the heck are you afraid of?Your list probably looks something like this: 1. Perception of greed, 2. Perception of taking advantage of relationships and a desire to not do business with friends, 3. Fear of losing a friendship, 4. Secretly ashamed of being the sales guy, 5. Fear that the response will show how they feel about you as a friend...Download to continue reading
Chapter 05
It’s evident that having a referral process can have huge implications to our success but research shows that most
people are not adept at earning referrals. Is it fear? Is it the lack of a process? Is it a combination? Action cures fears and an action plan to enhance referrals is a great way to drive out the demons...Download to continue reading
Chapter 06
The Piper Process. Nine Steps to the artful referral: 1. Self-Talk, 2. Value Creation Statement, 3. Confirmation Equals Confidence, 4. Referral Sourcing. 5. Scripting the Artful Ask, 6. Getting the Ask Meeting (or Call), 7. Scheduling and Confirming Asks, 8. Being Artful and Likeable, 9. Thanking and Following Up...Download to continue reading
Chapter 07
Isn’t it ironic that when moments of illumination occur they can be followed by a sense of frustration that they didn’t
occur sooner—“I only wish I’d known that 20 years ago?” My last referral vignette is one of those moments. I recently followed a circuitous route of referrals that led me to an extraordinary new partnership and opportunity....Download to continue reading