- Paperback: 144 pages
- Publisher: Berrett-Koehler; illustrated edition edition (1 April 2005)
- Language English
- ISBN-10: 1576753212
- ISBN-13: 978-1576753217
- Product Dimensions: 21.5 x 14.1 x 1.1 cm
- Average Customer Review: 5.0 out of 5 stars See all reviews (1 customer review)
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Amazon Bestsellers Rank:
281,940 in Books (See Top 100 in Books)
- #55 in Books > Business, Finance & Law > Sales & Marketing > Multi-level
The Referral of a Lifetime
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Product Description
Product Description
Provides a simple approach and system for getting a steady flow of referrals of great prospective customers and clients
Entertaining, engaging, and informational, The Referral of a Lifetime is packed with great insights and direction on how to build a profitable, relationship-based company and keep it that way.
About the Author
Tim Templeton is chairman and CEO of MasterTrack International Inc., a training and specialty publishing organization based in San Diego, California.
Inside This Book
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Customer Reviews
Most Helpful Customer Reviews
4 of 5 people found the following review helpful
Format:Hardcover
"The referral of a Lifetime" is the best book I've read in years! It puts into perspective the purpose of making a sale...and that is to meet the need of the client. With that in mind, you can do your follow up calls with the joy of helping another. Fear is gone and sales go up!
Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
39 reviews
46 of 47 people found the following review helpful
The end of cold calls, the beginning of consistent referrals
11 Aug 2003
Format:Hardcover
We're always looking for a system for everything. Plan the work, then work the plan. If you don't know where you're going, any road will do. If you fail to plan, you should plan to fail. It's all true. So how come we are so bad at following a system?
We have to believe it will work, not hope it will. Systems are usually simple, but rarely easy. That's the catch. We know what we should do, but we give up before it has a chance to work.
The best time to try something new and innovative is when the status quo isn't working. What have you got to lose? Move past the things that are holding you back.
Like many people, I hate cold calling. Those who are good at handling rejection can make a go of it. To them, it's a numbers game. Make 100 calls, schedule 5 meetings, close 1 sale. Zig Ziglar is a popular cold-calling sales guru.
If cold calling makes you cringe and dread the day's work, this book was written for you. Tim Templeton provides a systematic approach that anyone can implement. It will work if you have the following criteria.
1) You want to work with the gifts and personality you already have, rather than changing who you are for conducting business.
2) You are willing to dedicate yourself to the process for a specific amount of time - no more, no less.
You'll see some results almost immediately, but you'll need about 10 weeks to fully implement the system. You'll see breakthrough, sustainable results in about four months. That may seem like a lot of time to invest, but when you can jump-start your career so dramatically, it isn't really a lot to go through. And you aren't working the system all day every day. If you can invest two hours a day, you can change your life.
Here's how it works.
1) Discover what type of personality you are and decide to use it for the greatest benefit
2) Build a list of 250 people who know you, and use technology to manage it
3) Offer your assistance to people, and help them whenever you can
4) Connect with them consistently, personally, and systematically (The book will show you how easy it is)
5) Let them know how you work, and how they can refer people to you, who are in need of your services
The key is to NOT ask for a sale until you have built up personal credibility with a contact. That's where the systematic, personal, consistent communication works its magic. In the end, clients and prospects will often call you, or at least welcome your call with open arms. What could be better than that?
That's all I'll give up. Buy the book.
18 of 20 people found the following review helpful
Implementation made easy
3 Feb 2004
Format:Hardcover
To whom it may concern: Recently, I attended a 1 hour presentation in San Diego, California put on by Tim Templeton providing an overview of his book "The Referral of a LifeTime". The presentation generated a tremendous amount of enthusiasm for me, which led me to read the book two days later in entirety. I have a very successful financial planning practice, 18 years of experience and an income well into the 6 digit level. I mention this not only to give you an overview of who I am but to also let you know that I am convince that if we employ the strategies discussed in the book we will generate a bunch of referred business, leading to us helping a large number of individuals and leading of course to much higher compensation for our services. We primarily deal with high income earning individuals and business owners (typical client makes well above $500,000) and with people who have large estates. The book was not only well written, easy to read and hard to put down but provided a simplified system for implementation. To many people who author books of this nature do not provide an easy to implement system, hence, too many readers never actual apply what they have learned. I liken the appendix to an easy to follow outline that provides plenty of substance. Mr. Templeton is to be commended for his insight. We will take our business to the next level through implementation and that will start with us purchasing 8 copies for our staff to read, highlight and summarize for idea shring in our regular staff meetings. Michael Manning of Hamilton, Manning & Associates, LLC
7 of 7 people found the following review helpful
Must-Read for Beginner, Refresher for Veteran
1 Feb 2004
Format:Hardcover
I perform sales consulting and training, and am a big believer that building your business through repeats and referrals is the key to success. Therefore, I was already in agreement with the purpose of the book before I began reading. However, I am always searching for new angles to convey these core sales principles to proteges. This book made an impact on the way I may deliver this message in the future.
The author doesn't try bore the reader with idealistic philosphy, or impress academia with research and statistics. The book is written in easy-to-read, easy-to-follow reality, using worldly examples by a main "character" to teach. The "250-by-250" rule explained is worth its weight in gold.
This book is a must-read for those in their first two years in sales, and a terrific resource for veterans who need to refresher, or a new outlook, on the principles of referrals. Well written!
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