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Synopsis
In honor of International Networking Week, Dr. Misner has brought in special guest Allen Buchanan from the Champions chapter of SoCal BNI to talk about how to get more referrals by having more one-to-one meetings.
When Ivan visited Allen’s chapter, he noticed that Allen won both the awards for the most one-to-one meetings and the most referrals given, and he wondered whether there was a connection.
Allen’s technique for a good one-to-one meeting is to start with general questions, then get more specific. If he thinks of a good referral for the person, he picks up the phone then and there, calls the referral, and makes the introduction on the spot.
Making all these connections and giving these referrals has resulted in a great year—the best in 26 years—for Allen, in spite of the recession, which has hit his business (real estate) particularly hard.
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