This is a rebroadcast of Episode 104.
Dr. Misner developed this technique for getting referrals in the earliest days of BNI. He realized that he needed to be the “go-to” guy whenever anyone needed a referral—to anyone. He started sending the following letter to his clients three or four times a year:
I really believe in the process of referrals, so part of the service I provide is to be sure to refer my clients and associates to other qualified businesspeople in the community.
Attached is a list of areas in which I know very credible, ethical and outstanding professionals. If you’re looking for a professional in a specific area I’ve listed, please feel free to contact me. I will be glad to put you in touch with the people I know who provide these services.
Dr. Ivan Misner
He didn’t include direct contact information for the professionals, because he wanted to make sure people came to him first. It worked like a charm, and people really appreciate the service.