Light that spark fire nation JLD here and welcome to entrepreneurs on fire brought to you by the HubSpot podcast network with great shows like the shakeup today will be focusing on by invitation only getting same day referrals from your top 10 clients without having to ask for them again and to drop these value bombs I brought Brian will let into EO fire studios from stock broker and Marcus commentator on TV to a parallel company for the

founder to coach a pro athlete advisors to sass founder the paths exactly as it was penned sophomore year in high school or not and today for our nation we'll be talking about our referrals importance who really is your COI the parade principal and so much more when we get back from thinking hours sponsors ready to finally have repeatable predictable and scalable operations for your business train you will can help visit train you will dot com slash fire to take a guided 10

part business assessment to help you audit and plan your company documentation today that's train you all dot com slash fire fire nation have you ever considered starting your own business helium 10 can help with helium 10 you can become a seller on Amazon the world's largest online retail site with minimal startup costs learn more about helium 10 plus get 50% off your first month of a helium 10 platinum account when you visit helium 10 dot com slash fire

Brian say what's up to fire nation and sure something that you believe about becoming successful that most people disagree with what's up fire nation what's up john I'm excited to be here so just to kind of touch on this.

But getting to success you know it's funny there's a zillion of her past people take to become successful whatever that definition of success is for somebody a lot of times in business we tied it's a monetary success but then you know to me it's it's doing you know what are you doing there's a lot of ways to make to make money and to be successful but what do you enjoy doing so I think for me.

It's lots of trial and error and I think you hear a lot of people say it's lots of trial and error but it's it's staying persistent and being driven by what what's important to you and being driven by you know what you're passionate about as far as helping others you know I just saw recently a quote about you know a lot of time successful people get a negative you know people speak negative about successful people all they're just worried about money all the stuff it's like I've yet defined someone that's successful and I'm not going to be successful.

Business and has not been driven by helping people in some way and that's really what this is you know I've been this is my third decade of business since college and I've done a few different things but I found the the the everything kind of feeds in the next chapter is the way I've looked at it and getting you to where where you are now and that that goal is ultimately you're trying to be successful in every chapter chapter of the way but you're also learning every step of the way so they all they work together one.

Can exist without the other so far nation as I mentioned in the intro.

Dex and we're talking about getting same day referrals from your top 10 clients without having to ask for them again so let's start off with that topic let's start chatting about

referrals are referrals even really that important that's a great question you know it's interesting I look back on my you know out of college I became a financial

advisor and I had the benefit in 95 of the the market heating up so as a young as a young stockbroker at pain Weber I was probably getting referrals you know rising tide raises all boats I was probably getting

referrals I had no business getting that everybody's feeling good the market was heating up and what I found oftentimes with that was referrals it was a bit of a passive marketing campaign and when I when I say that what I mean is they they happen and sometimes they

literally happen from a phone call or being out to launch or run into somebody and hey you got to talk to someone so or someone so needs this and I would always sit back at some of these these just quick referrals I'd be like wow that that's so easy why don't you just

replicate that and then months will go by right there's no referrals and that's something happens again and there was you know for the most part advisors and people overall

referrals it's a passive marketing campaign and when we look at your who is your number one advocate over anybody your number one center of influence over anybody it's your your clients the people that can refer you your top clients were mostly focused on I'll talk about that

a little bit later and what can we do rather than doing the traditional hey you got any referrals for me which is better than not asking right but most people I always say the you know the idea will show you to get same day referrals without

feeling like a tool and what I mean by that is it often puts you in a uncomfortable position oftentimes clients clients don't necessarily like being asked for referrals but they love giving them right it's a status client people are going to refer people because it makes them look good right so what how do you find that bridge in between

and that's what we've worked on you I've been 10 years in developing this but that's what we're going to talk about I think here John in next couple of minutes I love how you really break that down a fire nation who

you can understand the power and the value of what Brian's talking about right now and I want to move into C O I what does C O I stand for and who really is our hashtag C O I that's

a great question thanks for touching on that because I think about C O I quite about C O I is center of influence and oftentimes in business we think a center influence you know at least my

experience has been working with thousands of advise over thousands of advise over last decade we think of him as you know if you're an attorney it's the your accountant or if you're

financial advisor it's the realtor who member and really anybody can be a center of influence what I've done the last 10 years I've been coaching pro athlete financial

...