After managing many professional referral groups over the past 10 years, I have learned that not all referring partners are created equal. People typically fall into one of the following categories.
The Givers: On the surface these people are great. They are addicted to the dopamine released when making recommendations and they give with no expectations of reciprocation. Often they make referrals because they βknowβ someone, not because they βtrustβ them. As a result the referrals they make can sometimes be suspect. They are good to know, but qualify their recommendations before you act.
The Takers: These people want to collect as many business cards as possible. They prefer the free networking events and you will see them everywhere. When they do join various professional groups they often join several of them. They are in it for themselves and prefer quantity of connections vs. quality of connections. Takers seem to be known by everyone, but typically develop shallow relationships, so avoid them if you can.
The Gold Mines: These are the crème de la crème of referral partners. They surround themselves with quality people and only make trusted recommendations. They understand the value of a relationship lies in the collective connections people have. As a result, they prefer quality relationships over quantity. Their focus is on building mutually beneficial relationships, not trying to sell you something. Virtually all of their business comes by way of referral.
You typically will not meet a gold mine referral partner at local mixers, especially at the free ones. When they join professional referral organizations they are selective. Birds of a feather flock together and only a few group options exist for them in Tucson. If you can build relationships with these gold mines, do it!
Which category do you fall into? Are you a gold miner? If not, what do you need to do to get there?
