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“Being comfortable isn’t the way to learn to expand your abilities.” ~~Thomas Perry

Scarcity or abundance?  We all bump against this view over and over again.  Your philosophy here guides your actions that ultimately drive your results.  Follow that path to see a solid definition of self-perpetuating beliefs.  If you have a scarcity mentality your actions become increasingly desperate…making you less referable.

Do not misunderstand.  You must compete for new business—even within your referral group.  The first thing you have to do is establish relationships.  The second thing to do is to foster trust through competence.  Trust is earned, not granted.

Even when you join a chapter that has pre-established relationships, you are not cut off from future business.  Let’s consider one example.

You are a chiropractor and join a referral group only to find out that the fitness instructor has a referral relationship in place with another practitioner.  If you demand that the prior relationship end you gain the reputation of an assassin and damage credibility and trust.

Instead, turn to abundance and look for opportunities to collaborate.  If you step back a moment you can appreciate that the fitness instructor already likes chiropractic work—not a given in every mind.  Find out what the fitness instructor likes best about the other doctor—areas of specialty, and so on.

Seek an introduction with the other professional.  You may find they are strong in areas you are not or work well in areas you dislike.  Perhaps they excel in accident cases and you do not.  Once you start flooding them with these patients reciprocity is bound to take hold.

Even if you line up well on paper you can still work together.  You can do joint screenings at neutral sites where decisions are based on personal rapport or location convenience.

The bottom line is to seek new opportunities and expansion of possibilities.  Abundance is where you look for it.

© 2013 by Stephen Hand of Triangle BNI.
All rights reserved. No part of this document may be reproduced or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without prior written permission of Stephen Hand of Triangle BNI.

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Written by bniguy

January 27, 2013 at 8:48 am

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