Chasing Excellence: A New Weekly Journal
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Turn conversations into authority.
Guest booking, editing, promotion & posting — fully managed every month.
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THIS WEEK’S JOURNAL
65% of new business comes from referrals.
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Are you doing everything you can to unlock them?
Early in my career, I treated a good introduction like the finish line. I’d get the name, say thank you, and move on. I was leaving so much on the table.
Then I learned that one introduction, handled well, can turn into five. It all comes down to how you run the first meeting.
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How to Turn One Intro Into Five
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 You
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| What You Do in the First Meeting |
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 Person A |
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Give before you ask. | ↳ | I walk in looking for a way to help, not a way to get. |
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Make their world the whole conversation. | ↳ | I ask about their goals and their problems — and I listen. |
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Offer a gift they can use today. | ↳ | A useful idea, a helpful contact, or a quick answer to something they’re stuck on. |
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Ask one simple question. | ↳ | “Is there anyone else in your world who would find what I do helpful?” |
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Hand them a short note they can forward. |
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| Make it easy, and one intro opens five doors. |
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| Where the Intros Come From |
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👤
A peer with the same problem
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A trusted vendor or partner
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A friend in their network
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After training hundreds of professionals, I can tell you this holds up — it doesn’t matter what industry you’re in.
People help you when you help them first.
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YOUR TURN
Who is one person you could give to this week, before you ask?
Keep chasing excellence.
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🎧 NEW EPISODE
Chasing Excellence with Tony Thompson
Mortgage VP in Lake Oswego: how Dawn Carter turned a layoff into 32 years in the business.
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Tony Thompson, CMB
Keynote Speaker, Founder & CEO, NAMMBA
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