The Key to Winning Referrals featuring Mike Garrison

In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy sit down with Mike Garrison, a referral expert with over 25 years of experience working with financial advisors and business owners. Mike shares powerful insights on the importance of trust and genuine relationships in winning referrals. He introduces the concept of being “referable,” emphasizing the need to provide value and build trust, much like borrowing someone’s prized car. The discussion highlights the role of centers of influence and the importance of giving back more than you take. Mike also encourages listeners to shift their mindset toward heart-led sales and explore mutually beneficial opportunities. If you’re looking to enhance your referral strategy and grow your business authentically, this episode is packed with actionable advice.

Mike Garrison is an expert with over 25 years of experience working with financial advisors and small business owners to grow their businesses through a comprehensive, predictable referral system. Beyond his professional work, Mike is a passionate fly fisherman and a certified exit planning advisor, dedicated to helping business owners preserve their legacies. His expertise in business growth, referrals, and trust-building makes him a valuable guest on the Selling from the Heart podcast.

SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy sit down with Mike Garrison to explore the art of winning referrals. Mike shares how trust and genuine relationships are the foundation of lasting business success. He introduces the concept of being "referable," stressing the importance of maintaining trust and value in relationships, much like borrowing a friend’s prized car. The discussion focuses on giving back more value than received and shifting the referral mindset towards heart-led engagement. The episode also encourages listeners to explore Larry Levine’s book, Selling in a Post Trust World, and access his exclusive podcast series to dive deeper into these themes.

KEY TAKEAWAYS

Importance of Referrals: Referrals are an opportunity to build authentic relationships rooted in trust, not just a tool to generate sales.
Being Referable: Ask yourself, “Are you referable?” Maintain trustworthiness and consistently provide value in all relationships.
Engaging Centers of Influence: Collaborate with key centers of influence, such as attorneys, to create mutually beneficial business opportunities.
Heart-Led Sales: Approach all sales and referral activities with a heart to give, focusing on genuine relationships over transactions.

QUOTES TO REMEMBER

"You don't build trust when you're always asking and taking, but you do build trust when you get beyond yourself." – Mike Garrison
"Are you referable? Do you provide value? Will you bring the relationship back better than it left?" – Mike Garrison
"If you want referrals as a sales rep, the people you work with want them too." – Darrell Amy
"A big percentage of your client base comes from other financial advisors; I'll never ask you to betray a professional relationship that gave you a client." – Mike Garrison
"Find out the areas in their business they want to accomplish, bring in your centers of influence, and watch what happens." – Larry Levine
"Have a heart to give in every interaction—whether with customers, centers of influence, or the person next to you on a plane." – Darrell Amy